Case 1 Essay

Submitted By Vickky8
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Pages: 3
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Case 1.2 Plastico
The problems I see in Sharon’s first sell call are many, but I would like to start by saying that arriving 10 minutes late to her first appointment was just lack of professionalism. Plastico was her first potential client, so she needed to make a good first impression on them. She should have had one than more alarm to rely on for her first potential sale. Also when she was stuck in traffic she should have called to let Kline know that she was running behind. When she finally arrived to the meeting there was no reason for her to be mad at Kline for taking another appointment and not waiting for her. Also she should have kept that to herself, and not mentioned anything to the receptionist about being mad because those small details can have a negative effect on the final sale. It was her fault for arriving late, and she should have been thankful that he still agreed to see her.
Once she was making the sale I think that she did a good job by finding a topic to break the ice, but I think that 25 minutes was too long for that conversation because that took time for her actual sales presentation. Once she got down to business she started talking nonstop for 25 minutes about the benefits of her product, the process, and the return and credit policies. That was a complete mistake because she did not allowed Kline to ask any questions in between her different topics. The first step in that situation was to find out the customer needs for her product, so that in the later stages she could communicate him value. “This may require extensive questioning in the early stages of the sales process. After confirming the buyer’s needs the salesperson proceeds with a presentation based on how the offering can meet those needs” (Ingram, LaForge, Avila, Schwepker Jr. & Williams, 2008, p 12).
After she finished talking Kline asked about the turnaround period from order to deliver and she lied about it in hopes of making the sales. If something went wrong and they took longer time she was planning to blame it on production. The fact that Sharon was not being honest with Kline was a serious mistake because that can completely ruin the trust, and the potential for another sale. She should of have been honest with Kline. To make matters worse she even forgot the samples at home, and that clearly showed that she was unprepared. He also asked about why the price of her product was slightly
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