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Cascade Soap Company

Mike Bowers sells soap products to grocery wholesalers and large retail grocery chains.

The following presentation occurred during a call he made on Bill Reese, the soap buyer for a grocery store.

(Read the remaining case  at the end of the chapter and respond to the following questions 🙂

Questions

1. What sales presentation method was Mike using?
2. Evaluate Mike’s handling of this situation. What areas of improvement might you suggest to Mike? In what specific areas did Mike do well?