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Unformatted text preview: Week 11 Case Study - Questions about Steve Santana 1. What pressures does Steve Santana have on him to close the sale? Steve has pressure of making the sale from his company to get them to the top and if he doesnt it could cause issues for him later in his position. Steve also is faced with an ethical dilemma to the purchasing agent for the company he is trying to pursue, with the donation to the charity that the purchasing agent is passionate about and that provides for her sons needs. Steve is torn thinking that if they make the donation she might be insulted thinking it is a bribe. 2. Where do you think Claire Manfred might be in the buyer sequence - attention, interest, desire, conviction, purchase? Explain. Claire is a few minutes late to her meeting but shows up which shows interest, she pays attention to Steve when he begins talking and seems to be happy about him listening to her situation for a moment. Claire stops talking he begins talking and seems to be happy about him listening to her situation for a moment....
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- Spring '10