A sales representative for High Speed Technologies is faced with a demand from an important customer...

A sales representative for High Speed Technologies is faced with a demand from an important customer that is in direct conflict with company policies. The customer wants several product modifications with no change in price. What can the sales rep do to handle this conflict?

Solutions

Expert Solution

The following are the solutions available with the sales representative:-

1. He can conduct a meeting between the company manager and the customer so as to ensure that they discuss their issues and come to a conclusion

2. The representative can list down the changes required by the consumer and check as to what extent the companies policies would be disregarded. If the proportion is not much and not harmful to the industry then the representative after discussion with the management can go ahead with the changes and deliver the product to the customer.

3. The Representative can check the total expenses required to meet the customers specification and see if the cost to the company is exceeding the benefit to the company. If yes, then the representative should quote a different price to the customer after consulting with the management.

4. The representative should evaluate the loss incurred by the company if the cutomers demand is not met, if the loss is tolerable then the representative should not go against the companies policies.

ekkarill92 answered 1 year ago

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