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Mid-East

     

MID-EAST METALS 

     

Jesse Parker sells for Mid-East Metals. He has been calling on Richmond Distributors for close to two years. Over the course of 15 calls, he has sold nothing to date. During an early call, Parker had Richmonds engineers in to look over and test the quality of his products. The tests and the engineers responses were positive. He thinks that he is extremely close to getting an order. Parker knows that Richmond is happy with its present supplier, but he is aware that they have received some late deliveries. Terry Kitchel, Richmonds senior buyer, has given every indication that he likes Parkers products and Parker. 

CURRENT SITUATION 

During Parkers most recent call, Kitchel told him that hed need a couple of weeks to go over Parkers proposal. Kitchel really didnt have any major objections during the presentation. Parker knows his price, quality, and service are equal to or exceed Richmonds present supplier. 

QUESTIONS 

  1. Kitchel told Parker that he needed a couple of weeks to think about his proposal. How should Parker handle this?
     
  2. What should Parker have done during the sales presentation when Kitchel told him that he needed to think it over?
     
  3.  What techniques should Parker have used to overcome the forestalling tactic? 

 

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