Ray put the finishing touches on the presentation and verified ...

[Evvie72]

Ray put the finishing touches on the presentation and verified that everything was in order. He had been working with this buyer for over six months and felt confident about the impending sale. Today's sales presentation to all members of the buying team, including the buyer's boss, should seal the deal and dramatically improve Ray's sales commission this month.
 
  Ray began his presentation and was discussing the key benefits of his product when something unanticipated occurred. As Ray noted, Among the key benefits of our product . . .. the buyer's boss suddenly stood up and said, This is crap This is all crap and stormed out of the room.
 
  Aghast, Ray wondered what to do next.
 
  Is there anything Ray could have done ahead of time to anticipate the CEO's reaction?

Question 2

Ray put the finishing touches on the presentation and verified that everything was in order. He had been working with this buyer for over six months and felt confident about the impending sale. Today's sales presentation to all members of the buying team, including the buyer's boss, should seal the deal and dramatically improve Ray's sales commission this month.
 
  Ray began his presentation and was discussing the key benefits of his product when something unanticipated occurred. As Ray noted, Among the key benefits of our product . . .. the buyer's boss suddenly stood up and said, This is crap This is all crap and stormed out of the room.
 
  Aghast, Ray wondered what to do next.
 
  What caused the CEO's outburst?

[sarah_brady415]

Answer to Question 1

Since Ray has been establishing a relationship with a buyer in this company it would have been helpful if Ray had asked about the individuals likely to attend the sales presentation. If there were personality quirks and if Ray had established a trusting relationship, it is hoped that potential problems would have been revealed.

Answer to Question 2

Good question Ray will probably first suspect that he did something to precipitate the outburst. Was there something wrong with his presentation? Did he tell an offensive joke? Did the CEO give any indications of a potential outburst that Ray missed (ex. negative body language, disparaging comments, or whispers to staff during the presentation)? After Ray has mentally reviewed his presentation, he might want to check with the buying team who was also present.

Once Ray is fairly certain that there was nothing in the presentation that triggered the outburst, the other possible cause is the CEO's mental health and temperament (i.e., the outburst had absolutely nothing to do with Ray, his company, or his presentation). Probably the best source of information about the CEO would be the buyer with whom Ray has had the most contact. Since, according to the role play, Ray has been working on this account for six months, he likely has developed a relationship with one of the buyers. Ray should ask the buyer about the CEO's outburst.