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Electronics and Medical Electronics Salesperson

Real-Life Activities

Real-Life Decision Making -- Solution

You advise the hospital to hold off on buying the computer system.

The hospital is disappointed that you don't have a system that can help them, but they admire your honesty in the face of $200,000 and a $4,000 commission.

This is very close to a real-life decision made by sales rep Heather Phillips. "It wasn't a system that would do what they wanted to do," she remembers. "I told them they wouldn't be happy with what we can do for you today."

Phillips says it's better to not make a sale than to lose a customer. Telling them not to buy meant she had a chance to sell them something better later.


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