He is able to ascertain his customers’ needs and goes direct to providing a solution for these needs through transfer of his confidence about the pens’ benefits to the customer at the same time appealing to the customers’ emotion about how the brother will feel about them concerning the gift and as such the customer is able to make a wise fast decision to purchase it.
The sales person is able to recognize when to ask for the order with a strong call for action which will definitely result in more sales closed. Overall, the salesperson handled the sales process very well. He made the customer feel comfortable with him; he understood his needs and had the right solution for those needs. He asked for the sale and closed the deal.
Ron Kapra only thinks about sales and not service. His strategy is very short term. Company loyalty is at stake due to the unauthorized disclosure of product launch information. Ron and Bill are not morally upright when they go beyond their company ethics as demonstrated. Ron needs to understand the value of long term relationships with his clients and at this point he doesn’t seem to push on that line. As for Bill, company loyalty should be critical to overall company success. Premature release of company information may result in insurmountable losses especially from competitors.
If I was Ron, I would use the launch information to develop a solid strategic plan, scale down on promoting the Laserton I product and wait for a recall of Laserton I as I wait to push Laserton II to the market. After all, the cost of Laserton I will be refunded to the company and they will have more money to purchase more Laserton II stocks.
If I was Bill, I would ask for official redress of the matter with Bill and a high level executive and explain my position. If they will not see my point of view, then I will go ahead and down play promotions for Laserton I. I will inform my customers that a good