In every sales call there are objectives to be reached by both the buyer and seller. The buyer and seller are
likely both skilled in presenting their situation and needs to best reach their own objectives. Learning to
negotiate and uncover win-win sales situations will help develop a sounder working relationship for future
negotiations. After every sales situation, the seller should review the entire process and evaluate how they
might have improved their presentation for more effective negotiation.
Go to Chapter 11, page 314, and read case 11.1: Global Sourcing for Allied.
Then respond to the checklist items regarding the case scenario in a 500-word paper.
What tactic was used to gain Sarah’s commitment to the idea and would you agree this was appropriate?
Explain your response.
Describe three other methods you could have used to gain Sarah’s commitment.
You only see a portion of the conversation, analyze what you read of the negotiation.
Analyze Sean’s performance in selling benefits and not just features.
Describe how Sean responded to objections and attempted to gain commitment at the right time.
hand, is concerned with decayed emotion. An inconsistency in Gothic is that ‘Gothic novelists did not know how to release their own feelings of frustration and rebelliousness. Their fiction is both exploratory and fearful’ as Kilgour tells us. It usually results in the death of a villain. Miles has a valid point about how you cannot constrain Gothic to a particular type of text, preferring to class Gothic literature as a taste or preference. Overall, I will show that the reception of gothic writing-its institutional and commercial recognition as a kind of literature- played a fundamental role in shaping many of the ideological assumptions about high culture that we now associate with the term Romanticism. The Gothic novel was first invented almost single-handedly by Walpole as The Castle of Otranto fits most of the classifications we see in Gothic today. ‘The Gothic, like any genre, depends on a system of classification, and because genres, as Derrida argues, are never pure, and systems of classification, according to Foucault, cannot be verified, one is pressed to investigate and contest the validity of the definitions and conceptions typically attributed to the term “Gothic”, a kind of writing that is evidently heterogeneous and impure’ (Alshatti, A. (2008).). Walpole’s novel was imitated in the eighteenth century, but it was enjoyed widespread influence in the nineteenth century partly because of the era’s understanding in dark and fascinating themes. He could be said to have been influenced by Shakespearean dramas because in The Castle Of Otranto he plays around with mental disturbances, where Manfred seeks to marry the soon to be wife of his dead son Conrad to keep his genes alive throughout generations. Lady Macbeth evidently suffers from a psychotic disorder with the misfortune of hallucinations which can be induced by extreme guilt. She has the sense of heavy guilt because her and her husband killed King Duncan in cold blood. Gothic, it can be argued, was instrumental in the decisive shift towards popular fiction in its modern form, aimed at a brood readership, commercially streamlined, form>GET ANSWER