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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.After this crisis is resolved, what should Lindell do?
A) Make a plan with Hoseke Corporation's customer service department to make extra service calls to John to ensure that he feels taken care of.
B) Ask John to buy another machine.
C) Talk to his CEO about the faults of the shipping department.
D) Rework his call schedule so he calls on fewer prospects and closes fewer sales until spring.
E) Ask John for a recommendation to other manufacturers he knows.
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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The first step toward identifying the type of applicant to be recruited for a sales job is to:
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John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city's plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director.
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:
A) ask more closed questions
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A) lack of strategy
B) lack of loyalty
C) fear of making a mistake
D) fear of asking for the close
E) fear of public speaking
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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."