1. Is it likely that Jon Menzes will be successful in the short-term with this strategy?
2. What are the long-run implications of this strategy for Jon Menzes and for ProFood?
3. If you were Emily Lewis, what advice would you give Jon? What characteristics would you expect Emily to have as a successful sales manager?
4. Describe the importance of trust in developing a buyer-seller relationship.
5. Identify and describe the personal selling approach that you feel would work best in the situation described in the case study.
It is highly likely that Jon Menzes will be successful in the short-term with this strategy. His main goal is to secure the restaurant business of Sleep Tight Inns. By cutting the prices, it could be highly possible that Sleep Tight Inns might actually purchase a small
