Read the cases at the end of chapters 7, 8, and 9.Answer all of the questions below. Reference the

pges number(s) in the text on which your answer is based. Submit this document with your answers inserted into the appropriate area. Your document must not be longer than 3 pges

Chapter 7

Office Furniture Company Case

1. How will you try overcoming the lower price offer by a competitor?

2. What specific value can you offer Arnold and Associates?

3.How can you most cost effectively communicate the value of your proposed office equipment design?

4. What sales aids could you use to make your presentations more engaging and effective?

Chapter 8

Martichenko Engineering Case

1. Harris told Dwhytie that he needed a couple of weeks to think about his proposal. How should Dwhytie handle this?

2. What should Dwhytie have done during the sales presentation when Harris told him that he needed to think it over?

3. Which techniques should Dwhytie have used to overcome the forestalling technique?

Chapter 9

Naturally Beautiful Inc. Case

1. For each of the concerns expressed by Heather's customers in the case, explain an alternative means for handling the concern.

2. What are the potential long-run implications of how Heather is handling her current Customers?

3.What types of activities can Heather do after acquiring an account to enhance customer value and ensure ling-term customer relationships?

Link to textbook can be found here---

http://www.keepandshare.com/doc3/view.php?id=65440&da=y