Caleb W. Rape
September 14, 2010
The job of a salesperson can at times be frustrating and emotionally demanding. Often salespeople are placed in a position that tests their patience and ability to maintain a professional demeanor. The way in which a salesperson handles these situations will ultimately affect the relationships that salesperson has with their clients. “When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down” (Robertson, 2005). A successful salesperson must also learn to look through a negative situation and see a desired outcome at the end. “They know that their actions alone will determine their results and they do what is necessary” (Robertson, 2005).
Analysis of Case Situation:
Case 5.1 of the textbook deals with a situation in which a salesman, John Andrews, has come to present his product to a company. The company’s buyer, Martha Gillespie, shows no signs of interest in his presentation or what he has to offer. After putting the meeting on hold for several minutes of casual conversation, showing obvious signs of disinterest, and cutting the meeting short, Ms. Gillespie makes it quite clear to Mr. Andrews that she is uninterested in what he has to offer. Mr. Andrews wastes no time in leaving the meeting with a short, unprofessional “Ok” for a farewell.
John Andrews has found himself faced with a very frustrating sales position. It is not easy to remain calm and collective after you spend your time and efforts in preparation to meet with a client and they seem to care less about the work you have done. When put in a situation such as the one presented him, many salespeople would lose their cool, get frustrated, and potentially destroy good will between themselves and a client. Although the case does not make indications as to how he controlled himself in the meeting, it would seem as if he remained