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SELL 5th Edition by Thomas Ingram,Raymond LaForge,Ramon Avila,Charles Schwepker,Michael Williams
Edition 5ISBN: 978-1305662094SELL 5th Edition by Thomas Ingram,Raymond LaForge,Ramon Avila,Charles Schwepker,Michael Williams
Edition 5ISBN: 978-1305662094 Exercise 2
THOMPSON ENGINEERING
Tyler Houston sells for Thompson Engineering. He has been calling on Hudson Distributors for close to two years. Over the course of 15 calls, he has sold nothing to date. During an early call, Houston had Hudson's engineers in to look over and test the quality of his products. The tests and the engineer's responses were positive. He thinks that he is extremely close to getting an order. Houston knows that Hudson is happy with its present supplier, but he is aware that they have received some late deliveries. Tom Harris, Hudson's senior buyer, has given every indication that he likes Houston's products and Houston.
Current Situation
During Houston's most recent call, Harris told him that he'd need a couple of weeks to go over Houston's proposal. Harris really didn't have any major objections during the presentation. Houston knows his price, quality, and service are equal to or exceed Hudson's present supplier.
What should Houston have done during the sales presentation when Harris told him that he needed to think it over?
Tyler Houston sells for Thompson Engineering. He has been calling on Hudson Distributors for close to two years. Over the course of 15 calls, he has sold nothing to date. During an early call, Houston had Hudson's engineers in to look over and test the quality of his products. The tests and the engineer's responses were positive. He thinks that he is extremely close to getting an order. Houston knows that Hudson is happy with its present supplier, but he is aware that they have received some late deliveries. Tom Harris, Hudson's senior buyer, has given every indication that he likes Houston's products and Houston.
Current Situation
During Houston's most recent call, Harris told him that he'd need a couple of weeks to go over Houston's proposal. Harris really didn't have any major objections during the presentation. Houston knows his price, quality, and service are equal to or exceed Hudson's present supplier.
What should Houston have done during the sales presentation when Harris told him that he needed to think it over?
Explanation
Verified
Verified
Person H was happy with his current supp...
SELL 5th Edition by Thomas Ingram,Raymond LaForge,Ramon Avila,Charles Schwepker,Michael Williams
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