1. You are selling Microsoft Dynamics, a software package used by sales forces to manage their customers. You are selling to Malawi Metals (MM). Below are your calls with MM.

Sept 12, Asia Phillips, Sales Manager she called you out of the blue and asked you to see her about replacing their old CRM system. She told you that she is gathering information from different vendors and plans to present it to the VP of Sales to get the ball rolling.

Sept 28, Tom Henry, VP Sales & Betty Black, Chief Financial Officer TH tells you that they are looking to get something before the end of the year, and he wants something that will enable him to track salesperson productivity and do a better job of forecasting sales so they can reduce the number of stock-outs. BB adds that she is concerned that the software will pay for itself as the price comes out of the capital budget, and there is only $10,000 left in the software budget.

Oct 5, TH & AP, along with other sales managers they view a demo. AP is adamant that it be easy for salespeople to use. If not, they wont use it fully. TH pipes up that without the data from salespeople, the forecasts wont be accurate. Plus, he needs better insight into activity so he can address other issues, like territory size and compensation plans.

Oct 12, TH, BB, and Sam Spade, CEO. You present a proposal to them, and Sam says he will make the decision when the other proposals are received. You get BBs agreement that the ROI is good, the best theyve seen so far.

1. What type of purchase is this?
2. How does the type of buying situation affect your sales process?
3. What role does each person play?
4. What types of adaptive sales strategies could you use to make the sale?

2. For centuries the guideline for business transactions was the Latin term caveat emptor (let the buyer beware). This principle suggests that the seller is not responsible for the buyers welfare. Is this principle still appropriate in modern business transactions? Why or why not? How has the evolution of selling influenced ethics in professional selling? (15)