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HANDLING AN EXPLOSIVE SITUATION
Each salesperson sells a different product and is consequently subject to different circumstances and practices. Here’s how one salesperson handled his special product. As an explosives salesperson, Dan had to be extremely careful with his products as well as with the customers he dealt with. Most of his territory was farmland and mines, and most of the customers needed explosives to clear the land. Since Dan had covered the same area for several years, he knew most of his customers on a first-name basis. One day Dan met a new customer – a man who had just bought a farm and needed some dynamite to clear some stumps from the field. The new customer asked if he could be billed for the explosives. “Well,” asked Dan, “have you ever used dynamite before?” “No I haven’t,” replied the new customer. “Then I’m afraid I’ll have to ask for cash in advance.”