east | Marketing homework help

     

MID-EAST METALS 

     

Jesse Parker sells for Mid-East Metals. He has been calling on Richmond Distributors for close to two years. Over the course of 15 calls, he has sold nothing to date. During an early call, Parker had Richmond’s engineers in to look over and test the quality of his products. The tests and the engineer’s responses were positive. He thinks that he is extremely close to getting an order. Parker knows that Richmond is happy with its present supplier, but he is aware that they have received some late deliveries. Terry Kitchel, Richmond’s senior buyer, has given every indication that he likes Parker’s products and Parker. 

CURRENT SITUATION 

During Parker’s most recent call, Kitchel told him that he’d need a couple of weeks to go over Parker’s proposal. Kitchel really didn’t have any major objections during the presentation. Parker knows his price, quality, and service are equal to or exceed Richmond’s present supplier. 

QUESTIONS 

  1. Kitchel told Parker that he needed a couple of weeks to think about his proposal. How should Parker handle this?
     
  2. What should Parker have done during the sales presentation when Kitchel told him that he needed to think it over?
     
  3.  What techniques should Parker have used to overcome the forestalling tactic? 

Calculate the price of your order

550 words
We'll send you the first draft for approval by September 11, 2018 at 10:52 AM
Total price:
$26
The price is based on these factors:
Academic level
Number of pages
Urgency
Basic features
  • Free title page and bibliography
  • Unlimited revisions
  • Plagiarism-free guarantee
  • Money-back guarantee
  • 24/7 support
On-demand options
  • Writer’s samples
  • Part-by-part delivery
  • Overnight delivery
  • Copies of used sources
  • Expert Proofreading
Paper format
  • 275 words per page
  • 12 pt Arial/Times New Roman
  • Double line spacing
  • Any citation style (APA, MLA, Chicago/Turabian, Harvard)

Our guarantees

Delivering a high-quality product at a reasonable price is not enough anymore.
That’s why we have developed 5 beneficial guarantees that will make your experience with our service enjoyable, easy, and safe.

Money-back guarantee

You have to be 100% sure of the quality of your product to give a money-back guarantee. This describes us perfectly. Make sure that this guarantee is totally transparent.

Read more

Zero-plagiarism guarantee

Each paper is composed from scratch, according to your instructions. It is then checked by our plagiarism-detection software. There is no gap where plagiarism could squeeze in.

Read more

Free-revision policy

Thanks to our free revisions, there is no way for you to be unsatisfied. We will work on your paper until you are completely happy with the result.

Read more

Privacy policy

Your email is safe, as we store it according to international data protection rules. Your bank details are secure, as we use only reliable payment systems.

Read more

Fair-cooperation guarantee

By sending us your money, you buy the service we provide. Check out our terms and conditions if you prefer business talks to be laid out in official language.

Read more

STAY HOME, SAVE LIVES. Order your essay today and save 20% with the discount code ATOM