2. What can Fred do right away to get back in favour with Sarah? Fred really should make an effort to setup a meeting with Sarah to explain the situation. He could, for instance, write Sarah an e mail inviting her to lunch so that they are able to discuss what seems to be a possible misunderstanding. In such a discussion, he must set out what took place, and convince Sarah that it was not a question of seeking to go behind her back, but instead the outcome of a chance personal meeting with Charles. Having read the model answers, how did your responses compare? If you want to turn out to be a more proficient and professional salesperson you'll do this by attending frequent sales training courses. Just when it seemed that all was lost an opportunity appeared to come to Fred's rescue. Fred was a keen tennis player, and as such represented his team side in a regional knockout tournament. In the second round of the tournament, he came up against Charles Lister, who was a member of the board of ABC Ltd. To the surprise of those who knew how great he was, Fred lost the match. A happy Charles Lister invited Fred to join him for a drink at the club bar after the match. Fred seized his opportunity with both hands. Over a drink he explained to Charles whom he worked for as well as the issues he had experienced in attempting to secure ABC's business. The evening ended with an agreement to participate in a return match at Lister's tennis club,Cheap Panthers Jerseys, and that Fred ought to take his quotation along with him. Fred thought that he knew why Sarah was so off-hand with him. He called Charles Lister once more and asked him to put in a good word for him with Sarah. Rather to his surprise, Charles refused explaining: "I've said to Sarah that your products are OK and that she ought take you into consideration as being a provider as soon as she's considering placing an order. Above that I can not do for you." For some 12 months, Fred Green has long been trying to win an order from ABC Limited but without success. Every 2 months he visits the company and the purchaser, Sarah Brown, at all times receives him politely, listens to all his sales arguments thoroughly, looks over the papers in the quotation, and then merely repeats that she's satisfied with the performance of the two businesses who provide her for the moment. Occasionally she adds with a smile: "someday or other these businesses may fall down on the task and you'll get your chance then Fred." Fred Green is nonetheless becoming impatient with this treatment and believes that he cannot wait eternally for an order. He feels that Sarah is only playing very difficult to get,Cheap Derek Hagan Jersey, and just isn't really serious about making use of his company in the future. He also has one more concern in that his boss, the sales director, wants to see the name of ABC Limited, the top name in the marketplace,Reggie White packers Jersey, on the list of the company's clients. He's regularly asking Fred when they're going to see an order from ABC Limited. For Fred, ABC Limited represents a standing issue. 1. Was Fred right in taking advantage of his chance encounter with Charles Lister? In principle, Fred was right to take advantage of this chance. Having said that, his error lay in not telling Sarah,Cheap Seahawks Jerseys, the buyer, straight away about the chance meeting with Sarah's manager Charles Lister and explaining the position to her. This may put Sarah in the picture, and Sarah wouldn't have been left with the feeling that Fred had somehow managed to by-pass her. A few days after the return match, Fred got a modest trial purchase from ABC Limited. He was hugely pleased with this development, and believed that it wouldn't be long before he started to acquire regular and bigger orders. Sales training courses continually use case studies to help learning and development. Below you will find a case study about a fictitious sales scenario between a sales professional and a client. The moment you've read through the case study write down your answers for the three questions which have been posed at the end of the case study. These may help you test your awareness on the way to address challenging selling scenarios. There are some example responses offered at the end of the post to which you'll be able to compare your answers. Having looked at the situation of the by-passed customer described above, it might have seemed that salesman Fred has dug himself into a massive hole. Although Fred has received a minor trial order from a potentially large customer, ABC Ltd, through a personal contact with a company director, Charles Lister, at ABC Ltd. he has upset the customer, Sarah. Sarah naturally feels that she has been by-passed and has reacted by stopping all direct contact with Fred. You were asked 3 questions about the case. These identical questions were asked of an experienced teacher who runs sales training courses. Listed below are his responses and suggestions: 1. Was Fred right in taking advantage of his chance encounter with Charles Lister to put forward his goods and also to try for a trial order? Now think about the following 3 test questions. Make a note of your ideas after which examine them aided by the suggestions on the case study, which you'll find below. Fred ought to keep up contact with Charles, but on a personal foundation, rather than at a business level. At first, however, he may have to convince Charles to call Sarah and describe the background around the situation set out above. Even so, after this the relationship with Charles must be kept strictly on a private level. Without a doubt the next time Fred plays Charles at tennis, he should seek to win! 2. What can Fred do now as a way to get back in favour with Sarah? 3. Should Fred limit his connection with Charles Lister? If yes,Cheap Johnny Unitas Jersey, how should this be carried out? 3. Should Fred limit his connection with Charles Lister and if so, how? Fred really should admit to Sarah that he had not taken care of the matter very effectively. Fred most definitely made one more mistake in heading back to Charles Lister and asking him to "put a good word in for him". It would have been much better if Fred had asked Charles to explain to Sarah how the circumstances had arisen and furthermore to stress that any decision about placing orders clearly lay with Sarah as the buyer. This could have allowed Sarah the chance to recover her loss of face,Cheap Eric Weddle Jersey, which she clearly thought she had suffered. However, when he next turned up at ABC Ltd for his usual two monthly meeting with Sarah, she sent a message by means of the receptionist, stating that she was incredibly busy and had no time for a meeting that day. The next meeting was equally unsuccessful. Sarah simply advised Fred (again by means of the receptionist) that any quotations or offers must be put in writing and sent to her via e-mail.