Selling Today: Partnering to Create Value, 14/e

Role-Play Exercise

You work for the sales department of an apparel manufacturing company. Company XYZ, with which you have met during a recent trade fair, is going to visit your facilities next week. You understand that this company wants to “buy low” but normally places large orders. However, you want to “sell high.” Your company might not be able to deliver very large orders unless you invest in new facilities. Company XYZ says it will send over a team of three people: the vice president of marketing, the purchasing manager, and a designer. They are interested in developing a collection for the next season and going over a “price exercise” ...