Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 40

Assume you sell hardware supplies to grocery, drug, and hardware retailers. Tomorrow, you plan to call on the Ace Hardware chain-your largest customer. To reach your sales quota for this year, you must get a large order. You know Ace will buy something; however, you want it to purchase an extra amount. Furthermore, you know it is 120 days overdue on paying for what you shipped months ago, and your company's credit manager will not ship more merchandise until Ace pays the bill. How would you handle the sales call Include in your answer where you would discuss the overdue bill problem in your sales presentation. Also include what you would do if the buyer said, "I haven't paid for my last order yet! How can I buy from you today "