CHAPTER $11$: Obtaining Commitment

$311$

TIM: Then would you set up a meeting with the CFO? I$\text{'}$d like to explore some ways through leasing and reducing some of your current operating costs to see if we could get a solution that will deliver what you need at a price you can afford.

JANET: $($Astonished$)$ Are you serious? You really think you can replace our Xorbit system affordably?

TIM: Absolutely.

JANET: Then yes, I'll set up a meeting. But if you make my CFO mad, it's the last thing you'll do at Buford.

TIM: I$\text{'}$m sure the CFO will appreciate it$.$ Will I have your endorsement, assuming the finances work out?

JANET: We'll see. I need to see more detail on your system.

TIM: Thank you, Janet. I$\text{'}$m sure we can work something out. I just don't want to let you buy anything from me that won't do what you want.

Note: This case is based on a real sales call. Did Tim ever get the sale? Ask your professor!

Questions

What form$($s$)$ of closing did Tim use? Was that appropriate? Why or why not?

At each point where Tim tries to gain commitment, write out exactly what you would say using a different method $($and be sure to identify the method$).$ Do not repeat methods.

If Janet had said no$,$ she wouldn't set up the meeting, should Tim prepare a proposal anyway, knowing that no solution would meet Buford's needs?