Sale management
Caselets Caselet 11.1: Tough Times One of your younger reps, Joshua, needed a few minutes of your time this morning. He shut the door behind him as he came into your office. He started by telling you a favorite saying his grandmother always told him: "Josh, tough times never last, tough people do." He related that, since joining Educational Software (ES) three years ago, it seemed like tough times. The recent recession had impacted school districts' ability to purchase the educational software ES sold. He understood that not everyone makes their sales goals, but after two years of not making his goal, knew it was time for him to be one of those who did. Couple that with the news that his spouse was diagnosed with multiple sclerosis (MS)-a disease that affects the central nervous system of young adults-with a typical onset between 20 and 40 years of age. While doctors say it is not fatal, over years the individual with MS will experience diminished muscle control and speech abilities, requiring more assistance. It is difficult to predict the impact MS will have on individuals, but Josh told you that this may be the last month they would be a two-career couple. His spouse soon would be staying at home, and the family would depend on Josh's paycheck. You knew the couple has a set of twins who are four years old, and another child who is seven years old. They were definitely facing some tough times. Josh shared the dilemma he was facing with a potential sale and wanted your insights. He was, once again, short of his sales goal. However, he had one potentially large sale on the horizon that could put him past his goal. He had been working with the Sugarville School District on a large software sale. Sugarville had the highest per capita income in the state, which helped ensure that the public school district had the potential for investing heavily to equip its schools with current technology. People in Sugarville were known statewide for boasting about how good everything in their schools were. In reading the school district's RFP (request for proposal), Josh knew that Educational Software's Basic System would meet their needs. Unfortunately, such a sale would not push his sales over his goals. However, if he sold the more expensive ES Premium System, he would achieve his sales goals and, ultimately, bring home a larger paycheck. The problem was that the Premium System contained features and capabilities not included in the RFP. The school district had narrowed down the field of possible vendors to two. Tomorrow, Josh and a rep from ES's toughest competitor would each have 30 minutes to present their proposals to the Sugarville School Board, which would award the contract. He had been wrestling with what he should do. What do you think?" "You know," he said, "if there ever was a time to push the limits, this seems like it. Question What advice will you give Josh
