Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 3

George Wynn is a salesperson for EGC whose primary responsibility is to contact engineers in charge of constructing commercial buildings. One such engineer is Don Snyder, who is in charge of building the new Texas A M College of Business Administration facility. Don's Houston-based engineering firm purchased three new EGI portable generators for this project. George learned that Don's company will build four more buildings on the Texas A M campus, and he felt that Don might buy more machines.
Salesperson: Don, I understand you have three of our new model electric generators.
Buyer: Yeah, you're not kidding.
Salesperson: I'm sure you'll need additional units on these new jobs.
Buyer: Yeah, we sure will.
Salesperson: I've gone over the building's proposed floor plans and put together the type of products you need.
Buyer: They buy down in Houston; you need to see them!
Salesperson: I was just in there yesterday, and they said it was up to you.
Buyer: Well, I'm busy today.
Salesperson: Can I see you tomorrow
Buyer: No need; I don't want any more of your lousy generators!
Salesperson: What do you mean That is our most modern design!
Buyer: Those so-called new fuses of yours are exploding after five minutes' use. The autotransformer starter won't start.… Did you see the lights dim That's another fuse blowing.
George Wynn feels pressured to sell the new EGI. Don Snyder's business represents an important sale both now and in the future. If you were George, what would you do
Have EGC's best engineer contact Don to explain the generator's capabilities.