The following are two roles that are involved in the same selling situation—one role is the customer, and the other is the salesperson. This will give you the opportunity to think about this selling situation from the point of view of both the customer and the salesperson. You will be submitting a paper with your responses from the questions for each role.Let It SnowRole: Facilities manager at the Tri-County Office ComplexYou are responsible for the overall maintenance at the largest office complex in the area. There are ten office buildings in the complex, which provides office space for thirty companies. You oversee the exterior maintenance, which includes everything from trash and snow removal to lawn care and window washing. You have just signed a contract with All Weather Maintenance Co., two days ago. It’s 5:00 a.m., and a major snowstorm just hit, so you are on your way to inspect the property to be sure that the walkways are shoveled and parking lot is plowed.• What role do you expect the salesperson to play now that the contract has been signed?• Who will you call if the snow removal is not completed to your satisfaction?• How will this experience impact your expectations of All Weather Maintenance Co., for other snowstorms and situations that require maintenance, especially time-sensitive maintenance?Role: Sales rep, All Weather Maintenance Co.You recently signed your largest client, Tri-County Office Complex. You have a very good relationship with the facilities manager based on the selling process. You have communicated the maintenance requirements to your company’s operations department. Now the job is up to them to conduct year-round maintenance. Your normal hours are 8:00 a.m. to 5:00 p.m., but you were concerned about the weather report last night, so you set your alarm early. You wake up at 5:00 a.m. to see a blanket of snow and ice and immediately wonder if the maintenance crew made it to the Tri-County Office Complex.• What action, if any, do you take?• What kind of follow-up will you do with the customer?• When will you do follow-up?• What will you say to the customer?• What will you do to ensure that time-sensitive maintenance is completed as expected?AssignmentRead each role carefully along with the discussion questions. Answer the discussion questions for each role, and submit the paper with your responses.Paper needs to be 1-2 pages in length.Papers will be graded on content, clarity and thoughtfulness.Role: Facilities manager at the Tri-County Office Complex• What role do you expect the salesperson to play now that the contract has been signed?• Who will you call if the snow removal is not completed to your satisfaction?• How will this experience impact your expectations of All Weather Maintenance Co., for other snowstorms and situations that require maintenance, especially time-sensitive maintenance?Role: Sales rep, All Weather Maintenance Co.• What action, if any, do you take?• What kind of follow-up will you do with the customer?• When will you do follow-up?• What will you say to the customer?• What will you do to ensure that time-sensitive maintenance is completed as expected?LICENSES AND ATTRIBUTIONSCC LICENSED CONTENT, SHARED PREVIOUSLY• An Introduction to Organizational Behavior. Authored by: Anonymous. Provided by: Anonymous. Located at:http://2012books.lardbucket.org/books/powerful-selling/ (Links to an external site.)Links to an external site. License: CC BY-NC-SA: Attribution-NonCommercial-ShareAlike (Links to an external site.)Links to an external site.
