Reference no: EM133654706

Question

Bob, a salesman working for a multinational company from his own country, goes to a foreign nation. There, he gives a sales pitch to a client, about a new product he knows very well. Bob gives a very direct and formal sales pitch, providing mostly numbers and figures. His pitch ends in a third of the time of his competitors, and he covered twice as many features of his company's product. After the sales pitch, which Bob thought had gone really well, to Bob's surprise, the client reps turn down his offer. Their reason is that they perceived Bob to be very uptight and non-passionate about his product offering, an approach that is not appreciated in that foreign country. They also critique him because he did not take his time to build rapport, going straight to the point in his sales pitch, and this did not create interest with the client reps. Bob is very surprised, because his presentation and behavior with the client would have been considered very effective and professional in his own country. According to the data provided, and assuming the listed variables is all the information you have, there is a much GREATER probability that BOB.