Question

Case 4 The Park Shores Resort and Convent Minion Center has offered a special bonus to any salesperson who develops 10 new accounts during the current fiscal year. You need one more account to earn the bonus . Apco Equipment Corporation is considering your hotel and conference center for an upcoming business meeting . Your contact at Apco says the meeting is tentative and may not be scheduled. One option is to offer Apco a contract with major price concessions and a liberal cancellation clause. The signed contract will qualify you for the bonus What should you do? a. Make the special offer to Apco, but search for another new account in case the Apco deal falls through b . Make the special offer to Apco and make every effort to close the sale. Give up the search for ne accounts and enjoy a less stressful life. d . Pursue the Apco account , and other new accounts , but offer Apco a standard contract and no special concessions

Answer 1

]a. Make the special offer to Apco, but search for another new account in case the Apco deal falls through.

By making the special offer to Apco, you have the opportunity to potentially secure their business and earn the bonus. However, since the meeting is tentative and may not be scheduled, there is a risk that the deal might not materialize. Therefore, it is prudent to continue searching for another new account as a backup plan to ensure you meet the requirement of developing 10 new accounts and earning the bonus.

This option allows you to maximize your chances of achieving the desired outcome while minimizing the potential negative impact if the Apco deal does not go through.