that she would like to visit both
accounts with him within a week,
and that she would like to review
his strategy for Hypermart and
Ed-Toys within 48 hours.
Upon completion of the role play, address the following
questions:
1. Is Stanley justified in telling Wilson to devise
his own strategy rather than giving him specific
direction at this time? What are the advantages
and disadvantages of her approach?
2. How could this situation have been prevented?
Scene 2: Location—Stanley’s office. Action—
Wilson presents his strategy to Stanley.
Upon completion of the role play, address the following
questions:
1. What are the strengths and weaknesses of
Wilson’s interaction with Ed-Toys and
Hypermart?
2. What further suggestions can you make for
dealing with Hypermart and Ed-Toys?
Case 1.2: Plastico, Inc.
Background
Plastico, Inc., located in New York, is a manufacturer
of plastic components. The company is noted
for producing high-quality products. Its salesforce
calls on large accounts, such as refrigerator manufacturers
who might need large quantities of custommade
products, such as door liners. Recent increases
in new-home sales over the past several years have
fueled refrigerator sales and, subsequently, sales at
Plastico. Moreover, federal regulations requiring
that dishwasher liners be made of plastic, rather
than porcelain, have enhanced Plastico’s sales.
Current Situation
Sharon Stone had recently been assigned to the
central Michigan territory. Although this was her
first sales job, she felt confident and was eager to
begin. She had taken a sales course in college and
had just completed the company’s training program.
The company stressed the use of an organized
sales presentation in which the salesperson
organizes the key points into a planned sequence