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Case Study: 7 Marks Please review the case study and answer critical questions at the end of the case. John Franklin is a salesperson for

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Case Study: 7 Marks Please review the case study and answer critical questions at the end of the case. John Franklin is a salesperson for Petro Chemicals, a chemical manufacturing firm. He sells to distributors, sometimes called wholesalers. Distributors buy in large quantities from various manufacturers and sell in smaller quantities to other businesses. Sam Kotler, the CEO of one of Franklin's best distributors, called Franklin into his office to discuss some concerns he has regarding their business relationship Kotler's company has been distributing Petro Chemicals products for over 12 years. In addition, Kotler's company has been the top seller for Petro Chemicals products two of the past three years. However, Franklin seems to be doing things that may affect Kotler's sales, Kotler is very upset! Franklin recently signed up Don Chemicals to distribute and sell his company's products. Don Chemicals is a competitor of Kotler's, Kotler found out about this relationship when Franklin's new client, Don Chemicals, sold to one of Kotler's customers at a price 15 percent under Kotler's normal list price, Kotler had cut their prices to the bone and still did not win the bid. "Did Petro Chemicals give Don Chemicals special price deals?" asks Kotler, Franklin says, "No." Kotler wants to know if Don Chemicals will bid for the "Winter Auction" business coming up. He wants Franklin to get him their bid price Kotler places pressure on Franklin to get him the best price for the bid or lose his business. Kotler feels that his company has been very valuable to Petro Chemicals and demands that Franklin reveal the prices at which he sold products to Don Chemicals. Franklin the promises Kotler that Petro Chemicals has fixed prices that are never altered. Franklin told Kotler that he and Don Chemicals pay the same price for a particular product. This does not satisfy Kotler and he lets Franklin know that the Dymotzue Company, a competitor of Franklin and Petro Chemicals, has quoted Kotler better prices. The price sheets are on Kotler's desk. Kotler says he will not hesitate to leave Franklin for Dymotzueif Franklin does not take care of him. Franklin asks Kotler what he could do to help ease Kotler's frustration. Kotler says he wants to buy about two truckloads of Bond-do-Perm that Franklin promised him but has not yet delivered. Kotler is called out of the office. While Kotler is out of his office Franklin calls his manufacturing plant and talks with Roger, the manager. Roger tells him the Bond-do-Perm has some manufacturing problems and will not be available for two months. The company does not want to ship a bad product Franklin gets off the phone as Kotler walks back into his office. Franklin promises Kotler one truckload of the Bond-do-Perm within a few weeks knowing it cannot be delivered at that time. Kotler says he can sell one truckload to his customers as soon as the Bond-do-Perm arrives. About this time, one of Kotler's salespeople comes into the distribution centre's main office and says that Barber Distributing, Kotler's competitor, has just made an offer to sell LubeExcel to one of Kotler's customers at a price 5 percent lower than that of Kotler's price. Kotler is furious, yelling at Franklin to do something about this! To help Kotler meet the price, Franklin offers a free drum of LubeExcel to Kotler, Franklin is authorized to give free samples only to new customers. When Kotler leaves the office, Franklin decides to look at the Dymotzue price list on Kotler's desk. Case Study: 7 Marks Please review the case study and answer critical questions at the end of the case. John Franklin is a salesperson for Petro Chemicals, a chemical manufacturing firm. He sells to distributors, sometimes called wholesalers. Distributors buy in large quantities from various manufacturers and sell in smaller quantities to other businesses. Sam Kotler, the CEO of one of Franklin's best distributors, called Franklin into his office to discuss some concerns he has regarding their business relationship Kotler's company has been distributing Petro Chemicals products for over 12 years. In addition, Kotler's company has been the top seller for Petro Chemicals products two of the past three years. However, Franklin seems to be doing things that may affect Kotler's sales, Kotler is very upset! Franklin recently signed up Don Chemicals to distribute and sell his company's products. Don Chemicals is a competitor of Kotler's, Kotler found out about this relationship when Franklin's new client, Don Chemicals, sold to one of Kotler's customers at a price 15 percent under Kotler's normal list price, Kotler had cut their prices to the bone and still did not win the bid. "Did Petro Chemicals give Don Chemicals special price deals?" asks Kotler, Franklin says, "No." Kotler wants to know if Don Chemicals will bid for the "Winter Auction" business coming up. He wants Franklin to get him their bid price Kotler places pressure on Franklin to get him the best price for the bid or lose his business. Kotler feels that his company has been very valuable to Petro Chemicals and demands that Franklin reveal the prices at which he sold products to Don Chemicals. Franklin the promises Kotler that Petro Chemicals has fixed prices that are never altered. Franklin told Kotler that he and Don Chemicals pay the same price for a particular product. This does not satisfy Kotler and he lets Franklin know that the Dymotzue Company, a competitor of Franklin and Petro Chemicals, has quoted Kotler better prices. The price sheets are on Kotler's desk. Kotler says he will not hesitate to leave Franklin for Dymotzueif Franklin does not take care of him. Franklin asks Kotler what he could do to help ease Kotler's frustration. Kotler says he wants to buy about two truckloads of Bond-do-Perm that Franklin promised him but has not yet delivered. Kotler is called out of the office. While Kotler is out of his office Franklin calls his manufacturing plant and talks with Roger, the manager. Roger tells him the Bond-do-Perm has some manufacturing problems and will not be available for two months. The company does not want to ship a bad product Franklin gets off the phone as Kotler walks back into his office. Franklin promises Kotler one truckload of the Bond-do-Perm within a few weeks knowing it cannot be delivered at that time. Kotler says he can sell one truckload to his customers as soon as the Bond-do-Perm arrives. About this time, one of Kotler's salespeople comes into the distribution centre's main office and says that Barber Distributing, Kotler's competitor, has just made an offer to sell LubeExcel to one of Kotler's customers at a price 5 percent lower than that of Kotler's price. Kotler is furious, yelling at Franklin to do something about this! To help Kotler meet the price, Franklin offers a free drum of LubeExcel to Kotler, Franklin is authorized to give free samples only to new customers. When Kotler leaves the office, Franklin decides to look at the Dymotzue price list on Kotler's desk

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