Selling and operations are considered practical, doing activities, and sales people and sales manager can often be heard complaining that’s something is K in theory but not in practice; implying that theory has no role in selling. However, even sales practices based on notions such trial and error, or experience depends on the presence of a set law-like propositions or theories.

These typically exist as mental models that guide behavior but they are nonetheless, theoretical. Therefore we consider theories of selling, by studying the decision-making process of buyers.

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Problem in the case study: 1. How will Jan maintain good rapport and close the deal of the purchase. 2.

Jan inexperienced customers and unsure of his ability to explain the product in the new surroundings to a more technical audience. 3. He is also worried about demonstrating the product to the office staff since one of the advantage which will become apparent at any such demonstration Is the potential staff savings of the equipment. 4. Jan Is dejected and He thinks where did he go wrong and what will he do now?

Jan Browsing is a salesperson and has the ability in selling appropriate products to customers need, answering any questions Is his capability to communicate. With his being good communicator, he convince and get good harmonious relationship and close to deal of purchase.

Jan needs to assure that before he explain to the new surroundings he must be knowledgeable and he learned what his being explain so he need to study first before he proceed to explanation. Jan dejected as it means Jan can’t continuously become demonstrating the products because only purchasing manager can do what he will do.

Jan worried so that he need to talk the supervisor who promoted him as direct business division to also get information about the company premises. The purchasing manager is upset because he has not been consulted about the proposed purchase so Jan has been dejected. He is also worried about demonstrating the product to the office staff since one of the advantage which will become apparent at any such demonstration is the potential staff savings of the equipment. Jan Brows Is a salesperson promoted to direct division in a computer company.

HIS bullet to strike rapport with prospects and reading them well, leaders to purchase Is the contribution of his success. When he started working in the local firms he contacts a chemical-producing company with co employees, 12 of those is in office and administrative positions. He is asked before his visits for the demonstration of the equipments as well as posting relevant details to the company’s office manager. He is worried because he is inexperienced when deals in retail, but much of his by the office manager. He telephoned Jan saying he is determined to block the purchase on pentacle.

For Jan Brows as a sales person and for purchasing manager they need to have good harmonious relationship in order to benefit their company.

Jan has to appear to the purchasing manager and convince him and he must use his ability in communicating the purchase manager. For purchasing manager he might be look and try Jan too new direct division if it is effective so that he knows first the capability and knowledge of Jan. Purchasing was believed to be a problem solving behavior undertaken by a rational individual whose goal was to maximize satisfaction by choosing ideal combination from range affordable commodities.