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tions of the clients.

1. You are reporting to your boss that the discount requested has been turned
down by your business partner because of the following reasons:

a. being a first-time client
b. small number of orders

Sample answer:
I regret to inform you, Boss that our request for a discount of 10% was not granted by Universal.
I did my best to bargain, but they reasoned that that do not give discounts to first-time clients.
They, however, said that they could provide a discount on succeeding transactions. Another
reason for the decline was our relatively small order. They said that they would reconsider the
giving of a discount if we will increase our orders. Do we take their call, Boss?

2. You are an area manager and you are orienting your staff about how they
can turn down discount requests politely and professionally without turn-
ing off business partners. Discuss the tips below.
a. Show politeness.
b. State clear reasons for declining.
c. Offer alternatives.

Sample answer:
I’m sure that you will be bombarded with discount requests by our clients. Naturally, there will
be some requests that are over the top. These are requests that will make us lose in the trans-
action. You have to know what to do when faced with a situation like this. You have to decline
the discount request, but at the same time, maintain a good business relationship with our
partner. How can this be done. First, you have to be very polite. Second, you have to explain
our reason for declining clearly. You can consult our manual regarding our standard policies on
this matter. Finally, you should offer alternatives for the client. You have to make them feel that
we are not dropping their requests like hot potatoes. We have to make them feel that they are
valuable to us. So, good luck in dealing with our clients. Just feel free to see or call me if you
have questions about this concern.

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