Winning more business
Picture this scenario: the salesperson hadworked hard on the deal for over two months. The customer's initial concern about thecompany's ability to be flexible with order changes had been resolved. The quantities ofthe styles and colors (50 percent light green, 50 percent navy) and sizes had been agreed.The price was good, and the potential for large orders in the future looked great. Theorder was then passed to the Merchandising department for planning.
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