Skaggs Omega Fotosearch Linda Johnson, the purchasing agent of Skaggs Omega has e-mailed you an inquiry regarding hardware items. Skaggs Omega is a large chain of super- markets that is very particular about the quality of the products they place on their shelves, In her e-mail , Linda mentioned that she is interested in learning more about your firm's hammers, screwdrivers, and nails. Although the news is good, you were a bit surprised. The vast majority of potential buyers usually approach your company to ask about the power tools that your company dis- tributes. The power tools are very popular among residential as well as indus- trial users. Conversely, hammers, screwdrivers, and nails require a very active (and somewhat expensive) promotional investment from your sales team. As you start planning the presentation, you begin to query your sales col- leagues. You hope to learn whether any of your colleagues will share their insight on the Skaggs Omega's buying process. Although you gather very little information about the organizational buying process, you collect some background information about the purchasing agent. You are told that she is not very talkative, she chooses her words carefully, and she pays attention to Upon arrival at the Skaggs Omega's headquarters, you make a sales pre- the details. sentation to Linda Johnson and a store manager who was invited to give his perspective. You state that you had visited several of their stores. You discuss Chapter your revolving retail display, which contains an assortment of the three items of interest. You also attempt to directly tie your products' benefits to the needs Johnson had mentioned in her inquiry. During your presentation, you notice that the information you gathered about Ms. Johnson was true. She listened diligently and took a great deal of notes. It appears that she is interested in your product line because she has asked a number of insightful questions; and she was very interested in under- standing some of the challenges other retailers have faced when distributing the products. She did not object to any of the pricing or margin information in your business proposition. The end of your presentation is nearing; and now is the time to close. Questions 1. Please write two specific closing sequences that could be used in this sales conversation. Please explain why you believe both sequences would be appropriate. 2. On a scale of 1 to 5 (1 = poor and 5 = excellent), please rank the follow- ing questions that could be asked during closing. Further, explain what you believe would be the buyer's response to each question close. a. How do you like our products, Ms. Johnson? b. What assortment do you prefer, the A or B assortment? c. Can we go ahead with the order? d. If you'll just OK this order form, Ms. Johnson, we'll have each of your stores receive a display within two weeks. 3. Now, prepare a multiple-close sequence that would be appropriate for this scenario. Write it down. Skaggs Omega Fotosearch Linda Johnson, the purchasing agent of Skaggs Omega has e-mailed you an inquiry regarding hardware items. Skaggs Omega is a large chain of super- markets that is very particular about the quality of the products they place on their shelves, In her e-mail , Linda mentioned that she is interested in learning more about your firm's hammers, screwdrivers, and nails. Although the news is good, you were a bit surprised. The vast majority of potential buyers usually approach your company to ask about the power tools that your company dis- tributes. The power tools are very popular among residential as well as indus- trial users. Conversely, hammers, screwdrivers, and nails require a very active (and somewhat expensive) promotional investment from your sales team. As you start planning the presentation, you begin to query your sales col- leagues. You hope to learn whether any of your colleagues will share their insight on the Skaggs Omega's buying process. Although you gather very little information about the organizational buying process, you collect some background information about the purchasing agent. You are told that she is not very talkative, she chooses her words carefully, and she pays attention to Upon arrival at the Skaggs Omega's headquarters, you make a sales pre- the details. sentation to Linda Johnson and a store manager who was invited to give his perspective. You state that you had visited several of their stores. You discuss Chapter your revolving retail display, which contains an assortment of the three items of interest. You also attempt to directly tie your products' benefits to the needs Johnson had mentioned in her inquiry. During your presentation, you notice that the information you gathered about Ms. Johnson was true. She listened diligently and took a great deal of notes. It appears that she is interested in your product line because she has asked a number of insightful questions; and she was very interested in under- standing some of the challenges other retailers have faced when distributing the products. She did not object to any of the pricing or margin information in your business proposition. The end of your presentation is nearing; and now is the time to close. Questions 1. Please write two specific closing sequences that could be used in this sales conversation. Please explain why you believe both sequences would be appropriate. 2. On a scale of 1 to 5 (1 = poor and 5 = excellent), please rank the follow- ing questions that could be asked during closing. Further, explain what you believe would be the buyer's response to each question close. a. How do you like our products, Ms. Johnson? b. What assortment do you prefer, the A or B assortment? c. Can we go ahead with the order? d. If you'll just OK this order form, Ms. Johnson, we'll have each of your stores receive a display within two weeks. 3. Now, prepare a multiple-close sequence that would be appropriate for this scenario. Write it down