The Salesman


A short while later, on your advice, one of the representatives asks Richard Morgan to accompany him on a visit to an important customer. Richard refuses to go.

Company policy is to train telephone salesmen by sending them out with experienced representatives on sales visits. The salesmen chosen have all proved themselves on the telephone and this is a first step towards promotion to the post of representative.

How are you going to react to Richard's refusal?


A Suggest the rep chooses someone else and make a mental note not to recommend Richard again for a while.

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B Insist that he goes out with the rep as this is a vital part of his in-service training.

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