You Decide Week 5 Assignment
MM 577
Keller Graduate School of Management
June 3, 2012

1) How do you think the Sales Manager behaved on the call? Did the sales manager and Joe demonstrate that they had prepared for the call?
I feel that the Sales Manager acted poorly and inappropriately on the call. Twitching and squirming in his seat and showing obvious frustration during the call is highly unprofessional in my opinion. If I were the Lab Manager and someone trying to sell me something was acting like that I wouldn’t buy from them either. The fact that the Sales Manager was passing notes to Joe during the call is also in poor taste.
Neither the Sales Manager nor Joe demonstrated that they had done any preparation at all for the sales call. Had they done so, they would not have been reviewing the things that they should have talked about such as following their Personal Selling Approach, establishing the needs and priorities of the hospital, and the benefits of the GENIE 465; they would have been talking about the sale that they just closed.
2) Did the Sales Manager help Joe during the call or did he hurt Joe's chances? Why or Why not? Did the Sales Manager help him to know how to handle a similar situation better in the future? Did the Sales Manager demonstrate good coaching? Why or why not?
Joe and the Sales Manager went into the meeting with the expectation that the Sales Manager was not going to say anything. Perhaps this was so that Joe would not be nervous or act differently with his Sales Manager joining him. Regardless of the reason, the Sales Manager made the promise not to say anything; going back on his promise certainly didn’t help the situation and I feel it ultimately hurt Joe’s chances. I don’t know how I would react if my Director made the same promise to me and then started acting out and passing me notes during a meeting or sales