Selling 9th Edition by Stephen Castleberry,John Tanner

تمرين 6

Emily Hightower has been sales manager for Corporate Hospitality sales at the Chicago Blackhawks for the last three years. The Stanley Cup-winning Blackhawks are a National Hockey League franchise located in Chicago, Illinois. Blackhawks Corporate Hospitality is a unique way for businesses to entertain prospective clients or treat important customers to a special night out. The 20-person Executive Suites and 40- and 80-person Super Suites provide outstanding, panoramic views of the ice surface and can be rented on a per-game basis or a season basis. The all-inclusive packages (i.e., tickets to the event, parking passes, food and beverage, a private suite attendant, theater-style seating, easy access to elevators, multiple flat-screen televisions, and so on) make entertaining clients a breeze.
When Emily was promoted to the sales manager position, there were three full-time salespeople who called on businesses in the region. One quit right after she arrived, and Zach, a knowledgeable sports marketer with excellent connections in the business community, was hired as a replacement. Zach has been areal asset to the organization, building business in the financial and investment business community.
Emily thought everything was going smoothly until yesterday, when Chad, another salesperson, dropped a bombshell. He turned in his notice because he said he got a lucrative offer from the Chicago Bulls.
Emily sat in her office, mulling over the situation and halfheartedly working on the job description for Chad's position, when one of her most trusted administrative assistants, Amanda, walked in. After they chatted for a few minutes, the following conversation ensued:
Amanda: So why do you need a salesperson anyway? Why not just use our Web page to give prospective clients the information they need?
Emily: We have to have a salesperson, Amanda. I mean, there's always been three salespeople in our office.
Amanda: But I'm asking you to think outside the dots, Emily. Why do we need them? They cost the company a lot of money that we could save by just relying on Web advertising. Besides, the Chicago Blackhawks are already well known. There's no need for salespeople. The Blackhawks sell themselves!
The conversation continued in this vein for a few minutes, then Amanda left to work on some scheduling disputes. Emily sat there, thinking about what Amanda said. Who knows? Maybe Amanda had a good idea.
If you were Emily, what would you do? Why?