Selling 8th Edition by Stephen Castleberry,John Tanner

تمرين 9

Suppose you're a salesperson with a local milk producer and you're negotiating with a regional grocer over the number of deliveries you will make to their stores in a given week. Your maximum is nine times a week, your opening is four times a week, and your target is six times a week. After negotiating for some time, the grocer states, "Look, we're not willing to accept anything less than 14 times a week." What do you do now?