Suppose you are salesperson for a company that manufactures and sells industrial equipment. Two or three of your key accounts periodically have special delivery needs that are difficult to accommodate. Which of the following represents the action you should probably take to avoid losing the accounts while at the same time ensuring customer satisfaction among those accounts?
A) Form a close partnership with your customer service department and have them alert you when these customers complain because their special delivery needs cannot be met.
B) Work closely with these key accounts and explain to them the difficulty in meeting their special delivery requirements.
C) Form a close partnership with individuals in the marketing department to design special marketing incentives that will offset your company's inability to meet the special delivery requirements of those key accounts.
D) Form a close partnership with individuals involved in order fulfillment (e.g., shipping and transportation) in an effort to make sure they are committed to meeting the special delivery requirements of those key accounts.
E) None of the above are appropriate.

Question

Quizplus · Accepted Answer

By forming a close partnership with individuals involved in order fulfillment, the salesperson can ensure that the special delivery needs of the key accounts are met. This will help to maintain customer satisfaction and prevent the loss of the accounts. Working closely with customer service or marketing departments may not address the root cause of the issue, which is the difficulty in meeting the special delivery needs. Option B may also come off as an excuse rather than a solution. Therefore, option D is the best choice.

Suppose You Are Salesperson for a Company That Manufactures and Sells