You are a salesman for Dynacad Industries. Dynacad’s products are computer-aided design (CAD) systems that are sold into a variety of industrial companies. Though you had CAD experience in a previous job, you have been with Dynacad for 14 months and as of yet have not generated much business.

You are under pressure to produce when suddenly you are assigned a promising account that had been the responsibility of Jack Cutting. Jack had to retire suddenly because of severe health problems. The order that Jack was working on was for Dynacad’s largest and most expensive system, and would amount to a sizable deal for the company.

As you reviewed the customer’s needs and the model being proposed, you realized that this system is overly large and complex. However, the system you think would be a better fit for the customer costs far less than the larger, proposed system. What do you do?

(Select all acceptable answers.)

Since you are new to this deal and your track record at Dynacad isn't great so far, defer to Jack's expertise to achieve a safe win for you and a profitable outcome for the company.
Meet with the customer to discuss a smaller system that could more closely meet their needs.
Meet with the customer to discuss their needs and, without sharing your analysis of the pending order, seek to either verify or eliminate your concerns.
Meet with your direct supervisor and your company’s VP of Sales, and collectively decide how to proceed.
   

Tags
Sales Problem solving Public New
Easy

3min

Score Distribution
# of candidates
0-33%
34-66%
67-100%
Score
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