Alabama Office Supply Soko Judy Allison ses collular telephones with a unique messaging technology for Alabama Office Supply in Birmingham. Today she is calling on Bil Taylor, purchasing agent for a large manufacturing firm. Two weeks earlier, she had made her first Page 155 sales call and had left a demonstrator for the company executives to try out. The previous evening, Bill had called Judy and asked her to come in so he could give her an ordet. After their initial hellos, the conversation continued Buyer. Judy, thanks for coming by today. Our executives really like your equipment Here is an order for four phones. When can you deliver them? Salesperson: Is tomorrow too soon? Buyer. That is perfect. Leave them with Joyce, my administrative assistant Joyce [BW says over the intercom, Judy will deliver the phones tomorrow. Joyce, I want you to go ahead and take them to Sally, Anne, and Sherri Our younger staff sure understand the use of modern technology. It's too bad that more of our purchasing executives are hesitant to use this new technology. I'm happy with four folks but we have at least 30 more people who could really leverage this technology Salesperson: But, thanks for your help Buyer Forget it Judy. I wish I could have helped more. Your cell phones can reduce the telephone tag' we play with each other and customers. Customers are leaving Les because they can't reach our salespeople when they are out on the road contacting customers. I really appreciate the new messaging technology integrated into your phones. I could see this making some impact. Our purchasing staff continues to grow. It looks like we'll probably hire 20 more folks in the next three months. But oh well, sometimes we need to take small steps Salesperson: You're right many of my customers are going to them for that very reason Buyer I know, but some of our more experienced executives still feel they don't want them. They don't want their phone to ring when they're in with a customer Plus, some of our executives still believe that cell phones have some tieto cancer and that has them worried. I wish the older purchasing executives in our company felt the same way the younger executives do about using these things Questions 1. Analyze and describe the conversation between Judy Alison and Bin Taylor 2. What questions might be going through Judy's mind as she is listening to Bu? 3. From the conversation what potential sales opportunities exist? 4. If you were Judy Alison, what questions might you ask Bil