What would you do? Assume that you are a sales rep and sell costly electronic sy

Question

What would you do? Assume that you are a sales rep and sell costly electronic systems for use in automated factories. You made a sales presentation to a customer, but he didn’t place an order—and then wouldn’t take your calls when you tried to inform him that your company was coming out with a more reliable model at the same price. Months later, he faxes a purchase order for immediate delivery on the model you originally discussed. You have the old model in stock, and it will be difficult to sell once the new model arrives in two weeks. In fact, your company has doubled the usual commission rate to clear out the old model. Do you try to contact the customer again to tell him about the new model, or do you do what he has requested and immediately fill the order with the old model? Either way, if you make the sale, the commission will pay for your upcoming vacation to the Caribbean. Explain what you would do and why.

Explanation / Answer

Let's just drop to the case. We have old product in stock, within a weeks time it will be difficult to sell the product. So the best option would be to clear out old stock first, to avoid loss to the company. So, I'll contact the customer, confirm the order for the older product and make a sale. If you try to inform the about the new product, perhaps you may lose the opportunity to sell the old product. Commission is, either way, going to make it's way to my pocket.

Related Questions

Navigate

• Browse (All)
• Browse W
• Subjects

Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.