CASE 11.2 Major Oil, Inc.[658 Words]

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Tim Christensen sells industrial lubricants to manufacturing plants. The lubricants are used for the plants' machinery. He is calling on Ben Campbell, a purchasing agent for Acme Manufacturing Company. Ben currently buys Tim's Hydraulic Oil 65 in drums. Tim's sales call objective is to persuade Ben to switch from purchasing his oil in drums to a bulk oil system. The secretary has just admitted him to Ben's office.


Evaluate Tim's sales presentation. Include in your answer comments on his approach, presentation, use of trial closes, handling of objections, and his close.

How would you develop visual materials to illustrate Tim's sales presentation, including the arithmetic?

Now that Tim has sold to Ben, what should Tim do next?


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Answered by 3 years ago
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Oh Snap! This Answer is Locked

 CASE 11.2 Major Oil, Inc.[658 Words]

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Excerpt from file: Surname 1 Runninghead: Name: University: Course: Tutor: SalesMarketing 1 Timssalesrepresentationisarguablyaverygoodexampleofgoodsalesmarketing.He isclearlyawareoftheinterestsandhobbiesofthecustomersandbaseshisintroductionofhis

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Surround your text in *italics* or **bold**, to write a math equation use, for example, $x^2+2x+1=0$ or $$\beta^2-1=0$$

Use LaTeX to type formulas and markdown to format text. See example.

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Asked: 3 years ago