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Corey smiled to himself after hanging up the phone. Hugh, one of Corey's current customers, just called to inquire about the Avalanche compressors that Corey sold to Hugh on a regular basis. Because business had been good, Hugh was running short on component parts—including compressors—and had called to check on their availability. Hugh was anxious not to disappoint his customers, so he was desperate to get a shipment of compressors ASAP. Corey smiled, knowing that under the circumstances, he could probably get away with raising the prices of the Avalanche compressors for Hugh's upcoming shipment—thus making Corey's boss happy, making Corey's firm happy, and making Corey himself look good. On the other hand, Corey remembered what his marketing principles professor and personal selling professor had taught him about relationship selling and the advantage of sacrificing short-term profits for long-term relationships. Darn! Now what was he supposed to do?

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Started by -MinE-
Last post Best Answer Reply by chimichimi
Corey smiled to himself after hanging up the phone. Hugh, one of Corey's current customers, just called to inquire about the Avalanche compressors that Corey sold to Hugh on a regular basis. Because business had been good, Hugh was running short on component parts—including compressors—and had called to check on their availability. Hugh was anxious not to disappoint his customers, so he was desperate to get a shipment of compressors ASAP. Corey smiled, knowing that under the circumstances, he could probably get away with raising the prices of the Avalanche compressors for Hugh's upcoming shipment—thus making Corey's boss happy, making Corey's firm happy, and making Corey himself look good. On the other hand, Corey remembered what his marketing principles professor and personal selling professor had taught him about relationship selling and the advantage of sacrificing short-term profits for long-term relationships. Darn! Now what was he supposed to do?

2 Replies
Started by kiwi
Last post Best Answer Reply by BuddahBoy
Ruth, the southern regional sales representative for Digerby Shoe Corporation, was driving to the office of Ed Brown, the buyer for one of her largest accounts. Ruth knew that Ed would want to discuss sales trends today, and the subject made Ruth nervous. Ed had 10,000 pairs of the Rocket style on order, scheduled for delivery over the next six months. Sales of this style were falling off sharply on the east and west coasts, and Ruth recognized that it would not be long before this sales trend hit Ed's market. Ruth was faced with a dilemma. If she told Ed that sales were falling off on the coasts, he most likely would want to reduce or even cancel his order, and she would not earn her commission money—money that she had been counting on to put a down payment on a new house. On the other hand, if Ruth did not tell Ed, he might suffer great losses. Moreover, if Ed discovered the news of the sales trend on his own, he might never trust Ruth again. Ruth pulled into the parking lot of Ed's firm and walked into the reception area. Ed, who had come to greet her, asked, "So how is the Rocket selling these days?

2 Replies
Started by Zada8201
Last post Best Answer Reply by Lady Bug Michelle
Ruth, the southern regional sales representative for Digerby Shoe Corporation, was driving to the office of Ed Brown, the buyer for one of her largest accounts. Ruth knew that Ed would want to discuss sales trends today, and the subject made Ruth nervous. Ed had 10,000 pairs of the Rocket style on order, scheduled for delivery over the next six months. Sales of this style were falling off sharply on the east and west coasts, and Ruth recognized that it would not be long before this sales trend hit Ed's market. Ruth was faced with a dilemma. If she told Ed that sales were falling off on the coasts, he most likely would want to reduce or even cancel his order, and she would not earn her commission money—money that she had been counting on to put a down payment on a new house. On the other hand, if Ruth did not tell Ed, he might suffer great losses. Moreover, if Ed discovered the news of the sales trend on his own, he might never trust Ruth again. Ruth pulled into the parking lot of Ed's firm and walked into the reception area. Ed, who had come to greet her, asked, "So how is the Rocket selling these days?

2 Replies
Started by BL00M
Last post Best Answer Reply by Icould
Mark slumped back to his desk after yet another frustrating sales department meeting. Alex, a moderately successful sales rep, had recently been promoted to sales manager and had presided over the meeting, which included Mark and the other sales reps. Mark tried to be patient with Alex, but he was reaching a boiling point. The organization configuration that Alex implemented was inefficient and demoralizing. Not only was Mark frustrated with the department leader, but also discussions with colleagues suggested that the other sales reps were equally frustrated. Furthermore, Mark and the other sales reps had proposed ideas that would improve the sales team, but Alex refused to listen to new ideas. Mark really liked the firm, his customers, and his coworkers, but his sales manager was driving him nuts. What should Mark do?

2 Replies
Started by Tati
Last post Best Answer Reply by craftychris
Jessica was naturally a little jealous when she heard that Ryan had won the "Sales Rep of the Year" prize that she had been coveting. Since the prize was based on the most sales for the fiscal year, she had assumed the award was hers. She was especially surprised that Ryan was named, since he was not the most ambitious sales rep and tended to slack off on some of his duties. After talking with Nancy, the sales department administrative assistant, Jessica was really beginning to wonder about who earned the award. According to Nancy, Ryan had included some strange customer orders that propelled him to the lead of the sales quota category. Nancy doubted that the orders were legitimate, as this particular company tended to cancel the orders before they shipped. Jessica started filling in the blanks. It would be just like Ryan to convince a customer to give him a large sales order and then assure the customer that the order could be cancelled before shipping. That way Ryan wins the prize, and the customer loses nothing. Now Jessica has to make a decision. Should she tell what she knows, or keep quiet and let Ryan keep the prize?

2 Replies
Started by FLat BEat
Last post Best Answer Reply by Celinex
Jessica was naturally a little jealous when she heard that Ryan had won the "Sales Rep of the Year" prize that she had been coveting. Since the prize was based on the most sales for the fiscal year, she had assumed the award was hers. She was especially surprised that Ryan was named, since he was not the most ambitious sales rep and tended to slack off on some of his duties. After talking with Nancy, the sales department administrative assistant, Jessica was really beginning to wonder about who earned the award. According to Nancy, Ryan had included some strange customer orders that propelled him to the lead of the sales quota category. Nancy doubted that the orders were legitimate, as this particular company tended to cancel the orders before they shipped. Jessica started filling in the blanks. It would be just like Ryan to convince a customer to give him a large sales order and then assure the customer that the order could be cancelled before shipping. That way Ryan wins the prize, and the customer loses nothing. Now Jessica has to make a decision. Should she tell what she knows, or keep quiet and let Ryan keep the prize?

2 Replies
Started by Missy
Last post Best Answer Reply by Allison
2 Replies
Started by Federico70
Last post Best Answer Reply by Konduct88
2 Replies
Started by Rapunzel
Last post Best Answer Reply by Paulette
Katy and her colleague, Debbie, had been anxiously awaiting this dinner meeting. After working for several months to land the Hill account, it looked like it was finally going to happen over dinner tonight. Everything was all set; the clients liked the restaurant and appeared to be enjoying themselves. The first round of drinks seemed to loosen everyone up and conversation was flowing. When the waiter came back to refresh drinks, Katy thought it strange that Debbie ordered another double martini but assumed that Debbie was a professional and could handle the liquor. After Debbie's third martini, Katy started to get a little worried, especially when Debbie started complaining about the local professional football team that was a favorite of the clients. "Yeah, and can you believe those jerks and their stupid quarterback?

2 Replies
Started by Sprinter
Last post Best Answer Reply by Helena
Katy and her colleague, Debbie, had been anxiously awaiting this dinner meeting. After working for several months to land the Hill account, it looked like it was finally going to happen over dinner tonight. Everything was all set; the clients liked the restaurant and appeared to be enjoying themselves. The first round of drinks seemed to loosen everyone up and conversation was flowing. When the waiter came back to refresh drinks, Katy thought it strange that Debbie ordered another double martini but assumed that Debbie was a professional and could handle the liquor. After Debbie's third martini, Katy started to get a little worried, especially when Debbie started complaining about the local professional football team that was a favorite of the clients. "Yeah, and can you believe those jerks and their stupid quarterback?

2 Replies
Started by DasVon
Last post Best Answer Reply by Holly
Katy and her colleague, Debbie, had been anxiously awaiting this dinner meeting. After working for several months to land the Hill account, it looked like it was finally going to happen over dinner tonight. Everything was all set; the clients liked the restaurant and appeared to be enjoying themselves. The first round of drinks seemed to loosen everyone up and conversation was flowing. When the waiter came back to refresh drinks, Katy thought it strange that Debbie ordered another double martini but assumed that Debbie was a professional and could handle the liquor. After Debbie's third martini, Katy started to get a little worried, especially when Debbie started complaining about the local professional football team that was a favorite of the clients. "Yeah, and can you believe those jerks and their stupid quarterback?

2 Replies
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Last post Best Answer Reply by Curry Maniac
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