Imagine a scenario in which you are a junior sales executive for a multinational
ID: 2747638 • Letter: I
Question
Imagine a scenario in which you are a junior sales executive for a multinational firm selling a product line in many corners of th world. Part of your newly defined sales "territory" is in an emerging economy with very traditional approaches to doing business. You have travelled to this new market for the first time and you have met the "buyer" who you are introducing your product to for the first time and potentially negotiating a price schedule for the articles in your product line. You have made a hotel reservation in the city in which you are staying, but the "buyer" insisted in an e-mail communication that he pic you up at the airport so that you could get right to work in introducing him to your offerings. The buyer is very friendly making your acquaintance at the airport and brings y company offices where you meet many of his colleagues, some of whom you will also be occasionally working with if the "deal" goes through. His colleagues are also very welcoming and friendly. In your conversations with this group, the subject of the hotel in which you are staying for the three days that you are in town is brought up. When you tell them you are staying at the "Ambassador Hotel" (the only hotel that your boss would approve charging room rates well in excess of what company policy would allow), your buyer and his colleagues unanimously tell you that the Ambassador in a dump in the seedy part of town and suggest that no self-respecting person would stay there. They call the Hilton and Radisson. They're both full up. The buyer then immediately insists that you stay in his house, with him and his family for the three days. He assures you that since you will be working with him intensively for the next three day anyway to put a deal together and because he has two empty bedrooms (his kids are away at college), you will not be inconveniencing him at all. He also tells you that he is very much hoping that you agree to this invitation since his w be sure to make more elaborate meals if you stay there (based on his experience in hosting other potential business associates) and he doesn't have as many opportunities to sample his wife's best cooking as he would like. You reluctantly agree to this invitation, not wishing to seem unfriendly to his obvious efforts to be a good host or to be cool to his desire to develop a friendly working relationship. As it turns out, the accommodations at the buyer's home are extremely pleasant and comfortable. The three dinners that his wife Gretchen prepares are all extravagant, perhaps even spectacular-each with many distinct courses, each representative of the local culture and customs of the area and each complemented by ample helpings of local wines and other o his because the local "Hilton" and "Radisson" were coholic beveragesExplanation / Answer
The scenario which is been mentioned truly reflects the real life situations that one would go through while working for a business deal.
The evaluation of the junior sales executive’s professional behaviour is as follows:
Thus, according to the mentioned scenario, the sales executive could have acted more professionally.