Case 4.1 Sales Management

Case 4.1 Sales Management

Student: Olesya Milano

MKT 3530-476, Spring 2013

Professor: Joseph J Ewell Jr

Case 4.1 - Solex-Digital: Effective Negotiation Strategies.

Response:

1. Marilyn should not agree to a 20% discount. If she does agrees, the company she represents will not gain any profit. It is not worth it. Solex-Digital is surely a profit-oriented business, so, it would be useless if Marilyn will negotiate with Mr. Logan.

2. No, because the image of Solex-Digital will be affected. Marilyn’s company will have negative effect on clients, its reputation will be touched on. If she follows those strategies, she wouldn’t get any orders from Mr. Logan and from other company; many existing customers left from the company and they no longer acquire products from Solex-Digital. The trust of the customer from you will be broken.

3.As Marilyn's sales manager, I will advice her to let go Mr. Logan and don’t accept the 20% discount. The reason for my decision is that we don’t have any assurance that Mr. Logan will retire soon. Instead of focusing on one client, I will advice her to find another clients that are willing to have business with us, some one more profitable than Mr. Logan. There are a lot of clients on the market who are waiting to be recognized and to be entertained.

4. For me, Customer relationship Management or CRM has a big role in dealing with difficult buyers like Mr. Logan. It is because as the name CRM implies that CRM deals with managing relationships. So through CRM, salespeople can manage on how to deal with different customers.