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During the first meeting, a considerable amount of detail can, and should, be uncovered. For example, background and history of the company, the key individuals, the composition of the DMU (Decision Making Unit) if there is one, time scales, budget, competition, current suppliers and buying criteria can be discussed. Only through rigorous questioning will the salesperson be able to answer the following questions when they get back to the office: Is there a requirement/need that my company can satisfy? Is it winnable? Do I want it?
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