1. What nomverbal cues did the salesperson, John Alvez, experience when contacting Martha Gillespie? 2. If you were John Alvez, how would you have handied the situation?
1. What nomverbal cues did the salesperson, John Alvez, experience when contacting Martha Gillespie? 2. If you were John Alvez, how would you have handied the situation?
Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment
Section: Chapter Questions
Problem 1CE
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![Assignment 2
Professional
Selling
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CASE 4-1
SKAGGS MANUFACTURING
John Alvez arrived promptly for his 10:00 AM. meeting with Martha Gillespie, the buyer for Skaggs Manufacturing. At
10:15, when she hadn't arrived, John asked her secretary if she was out of the office for the morning. The secretary smiled
and said, "She'll probably be a few minutes late." John resented this delay and was convinced that Martha had forgotten
the appointment.
Finally, at 10:20, Martha entered her office, walked over to John, said hello, and promptly excused herself to talk to the
secretary about a tennis game scheduled for that afternoon. Ten minutes later, Martha led John into her office. At the
same time, a competing salesperson entered the office for a 10:30 appointment. With the door open, Marthe asked John,
"What's new today?" As John began to talk, Martha began reading letters on her desk and signing them. Shortly after
that, the telephone began to ring, whereupon Martha talked to her husband for 10 minutes.
As she hung up, Martha looked at John and suddenly realized his frustration. She promptly buzzed her secretary and
said, "Hold all calls." She got up and shut the door. John again began his presentation when Martha leaned backward in
her chair, pulled her golf shoes out of a desk drawer, and began to brush them.
About that time, the secretary entered the office and said, "Martha, your 10:30 appointment is about to leave. What
should I tell him?" Martha replied. "Tell him to wait; I need to see him." Then she said, "John, I wish we had more time.
Look, I think I have enough of your product to last until your next visit. I'l see you then. Thanks for coming by."
John quickly rose to his feet, did not shake hands, said "OK," and left.
Questions
What nomverbal cues did the salesperson, John Alvez, experience when contacting Martha Gillespie?
2. If you were John Alvez, how would you have handled the situation?](/v2/_next/image?url=https%3A%2F%2Fcontent.bartleby.com%2Fqna-images%2Fquestion%2F2cd008c2-e56b-4b94-bf81-d6effb6586ce%2Fc456d088-5f55-49a5-97ae-f50a1f72657a%2Fs18h0m_processed.jpeg&w=3840&q=75)
Transcribed Image Text:Assignment 2
Professional
Selling
Delete
Zoom In
New Comme
CASE 4-1
SKAGGS MANUFACTURING
John Alvez arrived promptly for his 10:00 AM. meeting with Martha Gillespie, the buyer for Skaggs Manufacturing. At
10:15, when she hadn't arrived, John asked her secretary if she was out of the office for the morning. The secretary smiled
and said, "She'll probably be a few minutes late." John resented this delay and was convinced that Martha had forgotten
the appointment.
Finally, at 10:20, Martha entered her office, walked over to John, said hello, and promptly excused herself to talk to the
secretary about a tennis game scheduled for that afternoon. Ten minutes later, Martha led John into her office. At the
same time, a competing salesperson entered the office for a 10:30 appointment. With the door open, Marthe asked John,
"What's new today?" As John began to talk, Martha began reading letters on her desk and signing them. Shortly after
that, the telephone began to ring, whereupon Martha talked to her husband for 10 minutes.
As she hung up, Martha looked at John and suddenly realized his frustration. She promptly buzzed her secretary and
said, "Hold all calls." She got up and shut the door. John again began his presentation when Martha leaned backward in
her chair, pulled her golf shoes out of a desk drawer, and began to brush them.
About that time, the secretary entered the office and said, "Martha, your 10:30 appointment is about to leave. What
should I tell him?" Martha replied. "Tell him to wait; I need to see him." Then she said, "John, I wish we had more time.
Look, I think I have enough of your product to last until your next visit. I'l see you then. Thanks for coming by."
John quickly rose to his feet, did not shake hands, said "OK," and left.
Questions
What nomverbal cues did the salesperson, John Alvez, experience when contacting Martha Gillespie?
2. If you were John Alvez, how would you have handled the situation?
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