The Park Shores Resort and Convention Centre has offered a special bonus to any salesperson who develops 10 new accounts during the current fiscal year. You need one more account to earn the bonus. Apco Equipment Corporation is considering your hotel and conference centre for an upcoming business meeting. Your contact at Apco says the meeting is tentative and may not be scheduled. One option is to offer Apco a contract with major price concessions and a liberal cancellation clause. The signed contract will qualify you for the bonus. What should you do?

a. Make the special offer to Apco, but search for another new account in case the Apco deal falls through.

b. Make the special offer to Apco and make every effort to close the sale.

c. Give up the search for new accounts and enjoy a less stressful life.

d. Pursue the Apco account, and other new accounts, but offer Apco a standard contract and no special concessions.

Answer rating: 100% (QA)

The correct answer for the case is option D which is Pursue the Apco acc... View the full answer