Chapter 8 Case Study Martichenko Engineering Background

Rob Dwhytie sells for Martichenko Engineering. He has been calling on Hudson Distributors for close to two years. Over the course of 15 calls, he has sold nothing to date. During an early call, Dwhytie had Hudsons engineers in to look over and test the quality of his products. The tests and the engineers responses were positive. He thinks that he is extremely close to getting an order. Dwhytie knows that Hudson is happy with its present supplier, but he is aware that they have received some late deliveries. Tom Harris, Hudsons senior buyer, has given every indication that he likes Dwhyties products and Dwhytie. Current Situation During Dwhyties most recent call, Harris told him that hed need a couple of weeks to go over Dwhyties proposal. Harris really didnt have any major objections during the presentation. Dwhytie knows his price, quality, and service are equal to or exceed Hudsons present supplier. Questions 1.Harris told Dwhytie that he needed a couple of weeks to think about his proposal.

How should Dwhytie handle this?

2.What should Dwhytie have done during the sales presentation when Harris told him that he needed to think it over?

3.What techniques should Dwhytie have used to overcome the forestalling tactic?