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Question
John Bieland, the equipment buyer for Great Lakes Manufacturing, purchased two large riveting machines from Hoseke Corporation's sales representative, Lindell Ross. Because of a clerical error, the machines shipped a day later than scheduled, which put the delivery truck in the middle of a blizzard that shut down roads for several days. By the time the machines were delivered by Hoseke Corporation, they were a full week late. John Bieland sends an email to Lindell, cc'ing the CEOs of Great Lakes Manufacturing and Hoseke Corporation, expressing his dissatisfaction.Is there a way Lindell could have managed this situation better?
A) No. Sometimes things happen that are out of the sales representative's control.
B) No. If he had contacted John proactively that would have been an admission of guilt.
C) Yes. He could have apologized immediately for the late delivery and kept John apprised of the situation.
D) Yes. He could have offered to refund John's money and take the machines back.
E) Yes. He could have waited a few days to contact John about the delay.
Answer
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Related questions
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B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress management
D) explanation of compensation methods; in-field sales training with supervision
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A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
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D) can be helpful when used in conjunction with other criteria
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A) determine the compensation plan
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Based on what John learns during the discussion, John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:
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D) fear of asking for the close
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________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.
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B) good performance is properly rewarded
C) the leader's style matches the situation
D) the coach helps the salesperson recognize the need for performance improvement
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The size of the firm should dictate the scope of the sales training program.
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The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."