Example 3: CASE TEXT

Before making a cold call on the Clarke Company, Jack did some research on the account. Barbara Clarke is both president and chief purchasing officer. In this dual capacity, she often is so rushed that she is impatient with salespeople. She is known for her habit of quickly turning down the salesperson and shutting off the discussion by turning and walking away. In looking over Clarke's operation, Jack notices that the inefficient metal shelving she uses in her warehouse is starting to collapse. Warehouse employees have attempted to remedy the situation by building wooden shelves and reinforcing the weakened metal shelves with lumber. They also have begun stacking boxes on the floor, requiring much more space.

Jack recognizes the importance of getting off to a fast start with Barbara. Jack must capture her attention and interest quickly or she may not talk with him. Jacks company has two popular storage solutions on offer: 1. Static metal shelving These are normal metal shelves, similar to the ones that Barbara already has with the difference that Jacks company uses better materials and offers a five years warranty on the shelves. 2. Mobile shelf system These shelves are mounted on powered moving bases. The shelves can be moved using a remote control. This solution is four-times as expensive as the static metal shelving.

QUESTIONS

Please answer all questions in this section.

QUESTION ONE Jack will need to capture Barbara's attention quickly, he knows that you have studied Sales Strategy at University and asks for your help with this. Write a short report for Jack to recommend a different Opening Method for the two product solutions that will gain attention and create dialogue. In your report, provide a brief script for each method that Jack can use in his meeting with Barbara. (10 marks)