Salesmanship & Sales Management Handling Client Issues
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Handling Client Issues for Lackawanna College
As we have discussed many times already, relationship selling requires a lot of listening, effort and “going the extra mile” to be more than a “salesperson”. To be view as a trusted partner, you have to act to enhance the customer relationship.
Lackawanna College has been a client of yours for three years. After their initial orders of desktop computers for the computer lab, they have been placing additional orders over time. Lately though, deliveries have been late. The client now is interested in buying new printers for the computers labs and offices but is not sure your company can handle the order, delivery and installation. How can you handle the concerns and ensure long-term customer relationships?
Grading criteria:
Clearly lay out your presentation
Identify your strategy to handle the concerns and convince them you are the right partner for the job?
Reflecting on Fig 9.2, what specifics can you suggest to your client?
Utilize chapter concepts/course content in your response.
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