This is your fourth call on Ace Building Supplies to motivate them to sell your home building supplies to local builders. Joe Newland, the buyer, gives every indication that he likes your products. During the call, Joe reaffirms his liking for your products and attempts to end the interview by saying: "We'll be ready to do business with you in three months-right after this slow season ends. Stop by then, and we'll place an order with you."
Questions
1. Which one of the following steps would you take? Why?
a. Call back in three months to get the order as suggested.
b. Try to get a firm commitment or order now.
c. Telephone Joe in a month (rather than make a personal visit) and try to get the order.
2. Why did you not choose the other two alternatives?