Dan was smiling to himself and feeling rather smug as he ...

[Bob-Dole]

Dan was smiling to himself and feeling rather smug as he approached his next customer. After slaving away in a mediocre territory, he had been rewarded with a promotion to a more lucrative area. Today Dan was meeting with Billy Bob, the purchasing agent for a large company in Dan's new territory. Billy Bob had always been a loyal customer, and although this was their first meeting, Dan fully expected a large order would result from the sales call today.
 
  Smiling, Dan entered, offered Billy Bob his hand, and said, Hello, I'm Dan from Manfred Enterprises. How are you
 
  Before Dan could even get the words out of his mouth, Billy Bob broke in.
 
  Who the hell are you? Where's my buddy Irvin? You know we've been doing business together for almost 12 years now. I just don't deal with anybody else, much less a greenhorn. Where the hell is Irvin? We spent a lot of time togetherhell, we darn near shut down Sam's Saloon one night. I'll just have to call Irvin at home and see what the hell is going on..
 
  Dan recalled Irvin bragging about the order he received one night at Sam's Saloon. Dan also knew that Irvin had been fired for drinking on the job.
 
  Dan was struck with a sense of panic. How could he respond to Billy Bob's comments without risking the account?
 
  Should Dan take Billy Bob out for drinks to appease him?

Question 2

Dan was smiling to himself and feeling rather smug as he approached his next customer. After slaving away in a mediocre territory, he had been rewarded with a promotion to a more lucrative area. Today Dan was meeting with Billy Bob, the purchasing agent for a large company in Dan's new territory. Billy Bob had always been a loyal customer, and although this was their first meeting, Dan fully expected a large order would result from the sales call today.
 
  Smiling, Dan entered, offered Billy Bob his hand, and said, Hello, I'm Dan from Manfred Enterprises. How are you
 
  Before Dan could even get the words out of his mouth, Billy Bob broke in.
 
  Who the hell are you? Where's my buddy Irvin? You know we've been doing business together for almost 12 years now. I just don't deal with anybody else, much less a greenhorn. Where the hell is Irvin? We spent a lot of time togetherhell, we darn near shut down Sam's Saloon one night. I'll just have to call Irvin at home and see what the hell is going on..
 
  Dan recalled Irvin bragging about the order he received one night at Sam's Saloon. Dan also knew that Irvin had been fired for drinking on the job.
 
  Dan was struck with a sense of panic. How could he respond to Billy Bob's comments without risking the account?
 
  What should Dan say about the circumstances of Irvin's dismissal? Should Dan tell the customer that Irvin was fired for drinking on the job?

[cuttiesgirl16]

Answer to Question 1

Probably not. If it appears that Billy Bob likes to socialize when conducting business, a safer approach might be lunch.

Answer to Question 2

Probably the best thing that Dan can do is to give as few details as possible about Irvin's dismissal and keep the conversation about Irvin very professional. Since Billy Bob asked, Dan can respond that Irvin is no longer with the company and assure Billy Bob that even though Irvin is no longer there, Billy Bob can still count on outstanding products and high service levels from Dan. Dan should probably not divulge the reasons for Irvin's dismissal; even if true, Irvin might be able to claim defamation of character.

[Bob-Dole]

Excellent

[epscape]

TYSM