Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 5

Alabama Office Supply
Judy Allison sells cellular telephones for Alabama Office Supply in Birmingham. Today she is calling on Bill Taylor, purchasing agent for a large manufacturing firm. Two weeks earlier, she had made her first sales call and had left a demonstrator for the company executives to try out. The previous evening, Bill had called Judy and asked her to come in so he could give her an order. After their initial hellos, the conversation continued:
Buyer: Judy, thanks for coming by today. Our executives really like your equipment. Here is an order for four phones. When can you deliver them
Salesperson: Is tomorrow too soon
Buyer: That is perfect. Leave them with Joyce, my secretary. Joyce [ Bill says over the intercom ], Judy will deliver the phones tomorrow. Joyce, I want you to go ahead and take them to Sally, Anne, and Sherri. Women sure understand the use of modern equipment.
Salesperson: Bill, thanks for your help.
Buyer: Forget it Judy, I wish I could have helped more. Your cellular phones can reduce the "telephone tag" we play with each other and customers. Customers are leaving us because they can't reach our salespeople when they are out on the road contacting customers.
Salesperson: You're right; many of my customers are going to them for that very reason.
Buyer: I know, but some executives still feel they don't want them. They don't want their phone to ring when they're in with a customer. Plus, the cancer scare has them worried. I wish the men in our company felt the same way the women do about using these things.
Analyze and describe the conversation between Judy Allison and Bill Taylor. What should Judy do now