POULOMI DAS (2019-1605-0001-0025)

MBA MKT 02

CASE 10.2

What salesperson did correctly??

The salesperson approached to the prospect as soon as he gets the information about the opening of new
store for getting the deal.

What salesperson did incorrectly??

The salesperson should have checked the machines himself before delivery as the machine was broken
so the problem is faced by the purchase agent and now the buyer doesn’t want the deal to be done with
the salesperson. The salesperson should also ask for the feedback of the previous delivered product to
know the satisfaction level of the purchasing agent.

ANOTHER APPROACH: In this case the salesperson could use Multiple-questions Approach to uncover the
problems experienced by the purchasing agent. As after his meeting with the buyer the buyer told him
that he does not want any of his lousy copiers so the salesperson should have asked the buyer situation
questions to uncover his problems and ask what is wrong. After that he should ask the prospect problem
question about the difficulties or dissatisfaction regarding the product and after that comes implication
question which ask about the problem consequences, effects or impact. So instead of walking away the
salesperson could have gone through this approach the salesperson could have known the buyer’s
problem and will be able to solve it and make the further deal.