You are a sales representative employed by a box manufacturer. You have called on a particular buyer
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Question:
You are a sales representative employed by a box manufacturer. You have called on a particular
buyer several times and maintained many other forms of contact with this buyer for over two
years. Over this time, the buyer has never really expressed little interest, saying very little
positive about you, your companys products, or your company. You have earned some small
sales, but these amount to only a small portion of this buyers total purchasing volume. You
have just learned that this buying firm is replacing the old buyer with a new person. You have
had some brief contacts with this new person in the past, and you know that she is not easily
influenced. However, you feel that this change may signal an open door for the development of
better relationships in the future. How can you begin cultivating an ongoing and stronger
relationship with the new buyer given that this new person likely knows how the old buyer views
your offerings?
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