The case is related to the plight of a salesperson that works for Lawford Electric Company. The main character, Allen, is presented with a major opportunity by one of his customers, Bayfield. Then the case presents a very detailed sales call log (CRM entries) of his strategies and tactics with specific people and times. The goal is to observe Allen and provide insights into his performance in securing this opportunity for Lawford Electric.
Instructions
Please answer the following question thoroughly and concisely. Class discussion will be centered on these questions and other key points in the case. The quality not quantity of your class participation in the class discussion is as important as the written document you turn with regard to learning and the grade that you will receive.
The Assignment: Please answer this question.
What could Allen have done better to position his company to win this sale with Bayfield?
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