principles selling 1

Principles of Selling

Please watch the following video: (Links to an external site.)


CHAPTER 2:  Building Trust and Sales Ethics

Brisbane Uniform Company

Case Background

Brisbane Uniform Company (BUC) specializes in providing uniforms to hotels and restaurants. BUC is a new company from Australia trying to break into the U.S. market. They have had trouble breaking into larger accounts (Marriott, Hilton, Sheraton) because as a new company, they don’t have the name recognition in the United States.

As the account exec in the area, you have been working on a new Hilton hotel with over 5,000 rooms and 500 employees. Recently you submitted a proposal and the buyer, Mark Dunn, has told you he is leaning your way with the order. He also told you that this order must come off without a hitch as his hide is on the line if things go wrong. You know there could be a problem down the road as one of your unions has been negotiating a contract that is about to expire. The last time this contract came up, there was a strike and orders were backlogged for weeks. The hotel has many customized uniforms and has to have these for their grand opening in three months.

Keeping in mind that this order will make your year and probably send you on a trip to Rome for exceeding quota:

  1.  What is your obligation to the hotel having this information?
  2.  Personally, would you tell the client or not? Explain your answer.
deadline : 5 hours

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