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Analyze the following two case situations and answer the following two questions.

1. What would you do in these situations? Give two strong arguments in support of your response.
2. Having responded to the two situations, comment on any one peers responses to these situations.

Case Situation 1 Tech Link

TechLink is a small firm that sells specialized software to hospitals. You've been working as a sales rep there for two years. Every year, the top salesperson gets a $10,000 bonus plus a free trip to Italy. You're currently tied for first with Drew Kline.

Drew is known for his ethically questionable sales tacticshe'll do absolutely anything to make a sale. But with just one week left in the sales year, you need to push extra hard to sell as much as he does. Can you beat him at his own game?

Your first stop today is Seattle Grace Hospital. You'll be visiting Dr. Bailey.

"Yes, we are looking for new software to replace our current system. Does TechLink's current version have twin database conversion capabilities?"

You know that TechLink's software doesn't have these capabilities, but you really want to make this sale. What would you do?

Case Situation 2 Lawn Equipment Companys Promotion offer

A new promotion has been issued by the lawn equipment company where you are a sales representative for the golf course market. A mailer is being prepared to announce the sale of a popular model at 50 percent off the regular price. There is only one floor model left, but you know by your prospect list alone you could sell 10 to 15 units. Your sales manager tells you there are no other units available; the purpose of the sale is to create customer interest so that the sales force can then meet with the client and offer a much more expensive unit. What do you do?

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