Reflection_paper-word.docx - 1 Influence Tactics of Salesperson Case of Craig Ohloson Craig Ohloson presents the best example of ‘Heavy Hitter

Reflection_paper-word.docx - 1 Influence Tactics of...

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1 Influence Tactics of Salesperson: Case of Craig Ohloson Craig Ohloson presents the best example of ‘Heavy Hitter salespersons’ by using his strong personal power (Martin, 2010). Craig uses his language and both personal and techni- cal skills to effectively show and share ideas and display his strong personality. In his deal- ings, Craig took time to understand the unique language used by customers from Alabama and Mississippi because he was raised in Westbrook. Persuading and convincing of such clients’ to purchase Alliance’s products required many knowledge on the local language. Af- ter understanding the native language, Craig created relationship with the customers through harmonious communication with customers in a harmonious way. When Craig met the client s, he rarely talked about himself or the benefits and features of the products offered by Al- liance. In fact, Craig spoke more about the customers, their enterprises, desires, values, plans, and problems. He took the problems of the customers such as crises in cash flows and inven-
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