\u00a0\u00a0\u00a0\u00a0\u00a0
\nMID-EAST METALS\u00a0
\n\u00a0\u00a0\u00a0\u00a0\u00a0
\nJesse Parker sells for Mid-East Metals. He has been calling on Richmond Distributors for close to two years. Over the course of 15 calls, he has sold nothing to date. During an early call, Parker had Richmond\u2019s engineers in to look over and test the quality of his products. The tests and the engineer\u2019s responses were positive. He thinks that he is extremely close to getting an order. Parker knows that Richmond is happy with its present supplier, but he is aware that they have received some late deliveries. Terry Kitchel, Richmond\u2019s senior buyer, has given every indication that he likes Parker\u2019s products and Parker.\u00a0
\nCURRENT SITUATION\u00a0
\nDuring Parker\u2019s most recent call, Kitchel told him that he\u2019d need a couple of weeks to go over Parker\u2019s proposal. Kitchel really didn\u2019t have any major objections during the presentation. Parker knows his price, quality, and service are equal to or exceed Richmond\u2019s present supplier.\u00a0
\nQUESTIONS\u00a0
\nKitchel told Parker that he needed a couple of weeks to think about his proposal. How should Parker handle this? \u00a0
\nWhat should Parker have done during the sales presentation when Kitchel told him that he needed to think it over? \u00a0
\n\u00a0What techniques should Parker have used to overcome the forestalling tactic?\u00a0<\/p>\n","protected":false},"excerpt":{"rendered":"
\u00a0\u00a0\u00a0\u00a0\u00a0 MID-EAST METALS\u00a0 \u00a0\u00a0\u00a0\u00a0\u00a0 Jesse Parker sells for Mid-East Metals. He has been calling on Richmond Distributors for close to two years. Over the course…<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[],"tags":[],"class_list":["post-21234","post","type-post","status-publish","format-standard","hentry"],"_links":{"self":[{"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/posts\/21234","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/comments?post=21234"}],"version-history":[{"count":0,"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/posts\/21234\/revisions"}],"wp:attachment":[{"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/media?parent=21234"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/categories?post=21234"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/academicwritersbay.com\/answers\/wp-json\/wp\/v2\/tags?post=21234"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}