...1. What were Thaldorf’s major strengths and weaknesses as a representative of Medicquip? Strength: Thaldorf is a technically oriented person and understands the CT scanner he is selling very well. Because of his knowledge in the technicality of the equipment, he is able to present and impress clients who are particularly interested in the technical ability of the equipment. This is evident from his interaction with Professor Steinborn who is clearly impressed by the specifications of the CT scanner. Thaldorf is also detail oriented. Based on his detailed record between May 5 to December 18, he showed that he was observant in every meeting and that he was aware of his clients’ reaction to his sales pitch. The ability to read and cater to his client is a key skill for any salesperson. Weakness: Thaldorf could have been more proactive throughout the process. Since his initial meeting with Dr. Ruffer on May 15, Thaldorf had already sensed that the doctor was not impressed by his product. Clearly, Mediquip’s more technologically advanced system was not Dr. Ruffer’s priority. Thaldorf had failed to convince the doctor and never found a new way to impress him. Upon learning about other competitors’ bid for the equipment, Thaldorf had not taken the initiative to explain in detail why Mediquip’s system is superior when Mr. Hartmann expressed confusion over the different bids. Since bidding in the public sector is a complicated process that involved different groups...
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...Strength: Thaldorf is a technically oriented person and understands the CT scanner he is selling very well. Because of his knowledge in the technicality of the equipment, he is able to present and impress clients who are particularly interested in the technical ability of the equipment. This is evident from his interaction with Professor Steinborn who is clearly impressed by the specifications of the CT scanner. Thaldorf is also detail oriented. Based on his detailed record between May 5 to December 18, he showed that he was observant in every meeting and that he was aware of his clients’ reaction to his sales pitch. The ability to read and cater to his client is a key skill for any salesperson. Weakness: Thaldorf could have been more proactive throughout the process. Since his initial meeting with Dr. Ruffer on May 15, Thaldorf had already sensed that the doctor was not impressed by his product. Clearly, Mediquip’s more technologically advanced system was not Dr. Ruffer’s priority. Thaldorf had failed to convince the doctor and never found a new way to impress him. Upon learning about other competitors’ bid for the equipment, Thaldorf had not taken the initiative to explain in detail why Mediquip’s system is superior when Mr. Hartmann expressed confusion over the different bids. Since bidding in the public sector is a complicated process that involved different groups of people, Thaldorf’s inability to convince two out of the three decision makers...
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...Business Plans Handbook Business Plans A COMPILATION OF BUSINESS PLANS DEVELOPED BY INDIVIDUALS NORTH THROUGHOUT AMERICA Handbook VOLUME 16 Lynn M. Pearce, Project Editor Business Plans Handbook, Volume 16 Project Editor: Lynn M. Pearce Product Manager: Jenai Drouillard Product Design: Jennifer Wahi Composition and Electronic Prepress: Evi Seoud Manufacturing: Rita Wimberley Editorial: Erin Braun ª 2010 Gale, Cengage Learning ALL RIGHTS RESERVED. No part of this work covered by the copyright herein may be reproduced, transmitted, stored, or used in any form or by any means graphic, electronic, or mechanical, including but not limited to photocopying, recording, scanning, digitizing, taping, Web distribution, information networks, or information storage and retrieval systems, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without the prior written permission of the publisher. This publication is a creative work fully protected by all applicable copyright laws, as well as by misappropriation, trade secret, unfair competition, and other applicable laws. The authors and editors of this work have added value to the underlying factual material herein through one or more of the following: unique and original selection, coordination, expression, arrangement, and classification of the information. For product information and technology assistance, contact us at Gale Customer Support, 1-800-877-4253. For permission to use material...
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