Sales Management Mid-Town Office Products case at the end of Chapter 7
Each response should be 300 words and researched using the course materials I provided as an attachment. Please include page numbers and in-text citations and references following APA formatting. (Total of 1200 Words) PAPER DUE ON 6 PM
Read the Mid-Town Office Products case at the end of Chapter 7. Each question should be discussed thoroughly.
1. Provide a summary of the case including an analysis of the key facts and potential dilemma. 300 words
2. Ron has met with a potential new customer in downtown Los Angeles. She likes his products but acknowledges a loyalty to her existing supplier of office supplies. She states, “I have known Bill Gentry for 5 years and he has been a very reliable supplier.” Discuss this type of objection and explain the best way to handle it. 300 words
3.One of the customers that Ron inherited has told him that they are considering switching to an online supplier because they are cheaper and offer next day delivery. How can Ron effectively respond to these buyer concerns giving consideration to the basic points of negotiating a win-win solution?
4.Being a successful closer will be essential to Ron’s success. Why is it important for Ron to be able to use different closing methods in different situations? What are some closing mistakes that Ron should try to avoid? 300 words
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Question 1
The case study involves the sales management of Mid-Town with Ton as the professional sales person handling specific issues with consumers. Ron is ready to begin his new assignment in Los Angeles as the representative to the company and cannot wait to show his skills. Mid-Town is a recognized regional distributor in the office supplies mainly the necessary tools like paper and pen and also equipment like fax machine and shredders. Despite being in business for 12 years now, Mid-Town competes with other firms offering products at a lower price and delivering more conveniently (220). The company, however, has the advantage of volume discounts, internet ordering, usage history, and reasonable pricing.
Ron is an experienced salesperson who was initially working for a local distributor to sell copy machines and now has to ensure that mid-Town gains a good position in the office products market.
(1,230 words)