M3.L4 - Discussion Assignment

Topic: Dealing with Objections

Adapted from Chapter 12 of your text (cases):

This is your fourth call on Ace Buyilding Supplies to motivate them to sell your home building supplies to local builders. Joe Newland, the buyer, has strongly indicated that he likes your product.

During your call, Joe confirms his liking for your product and attempts to end the interview by saying: "We'll be ready to do business with you in three months; right after this slow season ends. Stop by then, and we'll place an order with you."

Answer the following question:

1. Which one of the following steps would you take? Why?
2. Call back in three months to get the order as suggested.
3. Try to get a firm commitment or order now.
4. Telephone Joe in a month (rather than make a personal visit) and try to get the order.