Reference no: EM133184387
Case: THE COPY CORPORATION, INC
Assume you are contacting the purchasing agent for the office supplies of a large chain of retail department store. After hearing that the company is opening 10 new stores, you determine that they could need a copier for each of the stores. Three months earlier, you had sold this purchasing agent a lease agreement on two large machines. The buyer wanted to try your machines in the company's new stores. If they liked them, you would get the account. Unknown to you, one of the machines was broken, which caused the purchasing agent to be pressured by the store manager to replace it immediately. Unfortunately, the replacement procedure was not very efficient, and it caused the purchasing agent a great deal of time and a lot of effort. They have sent your customer service department a number of emails. However, most of the emails were not answered in a satisfactory manner. As you walk into the purchasing agent's office, you say:
Salesperson: Congratulations! I understand you are opening 10 new stores in the next six months.
Buyer: I do not know who told you, but you seem to know!
Salesperson: If you let me know when you want a copier at each store, I will arrange for it to be there.
Buyer: Look, I do not want any more of your lousy copiers! When the leases expire, I want you here to pick them up, or I will throw them out in the street! I have got a meeting now. I want to see you in three months.
Question:
- What are three steps that the salesperson could have taken before the interaction in order to be better prepared for the meeting?
- Explain what selling productivity drivers could be in this case.