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CHAPTER 12: “A University Sets a Condition”
What is the most ethical action to take?
A. Tell your boss that you do not think that the situation is fair but go
ahead and do it anyway – it is ultimately her call in the end.
B. Tell your boss that you are uncomfortable making that type of sale
and that you no longer want to be involved. It is not only unfair to
your customers, but also unfair to you by asking you to keep it quiet.
C. Go ahead – take the sale and donate the computer and the money.
CHAPTER 12
WELCOME YOUR PROSPECT'S OBJECTIONS
COMMENTS ON CHAPTER 12 SALES APPLICATION QUESTIONS
1. You must determine why the prospect is stalling by asking questions such as "What are some of the
2. See if there are other products you can sell them.
3. "A" is a lack of knowledge--needs more information.
4. "A", "B", "C", and "E".
5. No, Jamison did not handle the situation correctly. You should not criticize someone as did Jamison.
Note: This question is very similar to Case 11-2 "Central Hardware Supply." I use them both in the
same term.
COMMENTS ON CASES
Case 12-1: Ace Building Suppliers
1. Alternatives Ranking Dollar Amount Sold
(Maximum = $6,000)
A Third $ 500
Five salespeople ranked the three alternatives, with "B" ranked the best. People who chose this
A. Calling back in two months at the request of Mr. Newland is the path of least resistance--the
easy way out. While it may get you the order in the long run, it can also set up many
B. There's nothing better than a firm purchase order in hand. Perhaps some good old-fashioned
persistence would have done the job; after all, Mr. Newland said he liked the equipment,
time, is expensive and can't accomplish much more than a phone call (especially when your
Case 12-2: Electric Generator Corporation (B)
1. Alternatives Ranking Dollar Amount Sold
(Maximum = $10,000)
A Second $ 1,000
Five salespeople ranked the three alternatives, with "C" ranked the best. People who chose this
A. Don is not interested in the generator's capabilities or talking to an engineer. He wants YOU
B. Chicken! You have to take care of Don's problems--NOW! His project is in trouble because
you sell him more products.
C. Now you’re selling! Get Don to discuss the problems. Look into it. Do your best to take care
of the problems. Bring in people from ECG's engineering department—if needed. Your
