Selling Today: Partnering to Create Value, 14/e

Role-Play Exercise

This morning, you met with a customer who has purchased office supplies from you for almost three years. You are quite surprised when she says, “I am prepared to place a $10,500 order, but you must match an offer I received from a competitor.” She then explains that the competitor is offering new customers a seven-day trip to Disney World in Orlando if they place an order of more than $10,000. All expenses will be paid. What would you do?

Prepare to role-play your response with another student. Review the material in this chapter, paying special attention to ways you can add value and build long-term relationships with ethical ...