Business Question

Read “Case 2.1: ProFood Supply Company” on pages 36-37 of your textbook.

For this assignment, answer the questions below; your assignment should be a minimum of two pages in length, and it should be formatted according to APA guidelines. A title page and reference page should be included in addition to the two pages of content.

In your response, make specific references to concepts that you learned in Chapters 1 and 2 and any other sources that support your analysis of the questions. Convince the reader that your response to the questions is correct. Outside sources other than the textbook are not required; however, they can be helpful in your responses.

1. Is it likely that Jon Menzes will be successful in the short-term with this strategy?

2. What are the long-run implications of this strategy for Jon Menzes and for ProFood?

3. If you were Emily Lewis, what advice would you give Jon? What characteristics would you expect Emily to have as a successful sales manager?

4. Describe the importance of trust in developing a buyer-seller relationship.

5. Identify and describe the personal selling approach that you feel would work best in the situation described in the case study.

Answer preview

The main goal of sales in any organization is to target suitable customers and build long-term stable relationships. Salespersons should develop strategies that attract and retain potential clients in the firm. In this case study, ProFood Supply Company provides a distribution of perishable and non-perishable foods and services. Jon Menzes is a sales representative in this organization who has experience in the field and is currently pursuing a partnership with Sleep Tight Inn Restaurant.

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