Question 1: Despite the increasing use of technology in the trend towards disintermediation of the personal seller in the field of business, personal sales continue to play an important role within a company. Define what personal selling consists of what are the responsibilities of sellers in the business relationship process, and what behaviors sellers must have to be successful.
Question 2: Imagine that you are a sales manager for a company that manufactures electric cars and takes an order from one of its best customers promising you to deliver 50 cars in 60 days to renew your fleet and save fuel costs. You know what because of a production problem, you really won't be able to deliver the carts to you in less than 120 days. You know this may inconvenience your customer, but your superior presses you to take the order anyway.
a. Do you think this would be an unethical attitude?
b. What would you do in this situation would inform your customers of the truth once the sale is closed or would you respect the decision of your superiors?
c. Do you think you can find a way to prevent any side from getting hurt?
d. What do you think would be the consequences and benefits of your decision? Consider personal and business consequences.
References: Castleberry, S., Tanner, J. (2021). Selling Building Partnerships (11th ed). New York, NY: McGraw Hill.