The Sailor Who Was Preparing to Join a Crew Sailing

question 89

Short Answer

The sailor who was preparing to join a crew sailing a clipper ship replica from New York to the coast of France told the Panasonic salesperson, "I'd love to record the trip on a computer, but there is no computer in the world that can withstand the weather conditions we're likely to run into." The salesperson responded, "I understand what you are saying, and I agree that five years ago there was not a laptop computer anywhere that could withstand extreme water conditions. But Panasonic has developed the CF-M34 laptop, specifically for rough weather conditions. It was tested on oil well drilling platforms under the most rigorous conditions, and the CF-M34 never failed to operate as expected." What method for handling objections did the salesperson use?

---

Definitions:

Developing Nations

Countries with a lower level of material well-being and economic development compared to industrialized nations.

Per-capita Incomes

The average income earned per person in a given area in a specified year, often used to gauge an area's standard of living.

Gross Domestic Product (GDP)

A measure of the economic output of a country, representing the total value of all goods and services produced over a specific time period.

Global Business Strategy

Offering a standardized, worldwide product and selling it in essentially the same manner throughout a firm’s domestic and foreign markets.