From the case study we can conclude that the problem is Suzy, a salesperson supervised by Jonathan, had a falling out with one of their clients. Being that it has triggered the upper management, the client may have been very important to the company. There are many reasons that could have sparked this scenario amongst them are product deliverance, a salesperson needs to study and understand the product before requesting a meeting with the clients to present the product. In my opinion, the reason for this is that Suzy was not delivering the product efficiently which may have cause the client to ask questions about the product which in turn portrayed that Suzy did not prepare for the meeting and the deliverance of the product. Secondly, commitment to the client, quality of the product is essential to the client. Every salesperson needs to ensure the client is getting the money’s worth in quality of the product. In my opinion Suzy may have over committed to the client and under delivered on the quality of the product. Due to the
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- Fall '19
- Marketing, Suzy, different approach