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Case Study:

Retirement can’t come soon enough for Dylan Rainelli. After 35years of selling specialized agriculture equipment to the region’scustom harvesters, he’s ready to spend his days in fishing on BurrLake.

Dylan’s handled many large and high-dollar accounts throughouthis years at Red Star Farm Equipment, but none larger than hisaccount with Matlock Harvesting. Matlock Harvesting is afull-service custom harvesting company whose clients span theentire Midwest. Matlock’s equipment replacement cycle yields RedStar Farm Equipment 10 million annually-- all brokered by Dylan.Dylan believes the experience he has gained throughout his careerand his commitment to servicing his accounts has been an importantfactor in keeping loyal customers - especially Matlock Harvesting.It’s important to Red Star Farm Equipment that Dylan’s successorprovide this same level of commitment to these accounts aswell.

Red Star Farm Equipment recently participated in a Penn StateCareer Fair with the goal of finding upcoming graduates to fillseveral positions in various departments within their company. Youare well aware of the experience a sales career with Red Star FarmEquipment can provide and are excited to meet with theirrepresentatives. After the Career Fair, you receive an officialinterview at the company headquarters. They mention you are beingconsidered as Dylan’s replacement and stress the importance andvalue that his accounts are to the company. You are asked twoquestions that you know will make or break the interview: whatsteps you will take to maintain these accounts? How will youcontinue to keep these accounts as long-term clients? How do yourespond?