______________________________________________________________________________
I will be making a sales call to Major Smith, Procurement Officer of the Special Forces Division of the U.S. Army, on Thursday, April 1, 1999. I will be meeting Major Smith at his office at the Army base at 11 a.m. with the intention of making the Major understand why the 1,100 sleeping bags he needs to purchase for his troops should be Marmot Company sleeping bags.
The pre-call information I have obtained is as follows:
I am selling to Major Smith, Materials Procurement Officer of the Special Forces Division (SFD), U.S. Army
Major Smith has complete authority to make the purchasing decision
Major Smith is personally familiar with extreme weather conditions and enduring the elements while in the field, and the SFD is seeking lightweight sleeping bags able to withstand extreme conditions
The current fiscal year’s budget funding has been procured by Major Smith
New sleeping bags have been labeled a high-priority need by the SFD
Major Smith’s main duties include reviewing material requests, allocating funds, and making purchases
Up to $100,000 can be allocated for new sleeping bags
My objectives for this sales call are as follows:
Gain Major Smith’s attention and make a good impression
Highlight the various features, options, and advantages of Marmot Company sleeping bags
Explain my understanding of Major Smith’s needs and the ability Marmot Company sleeping bags to fulfill those needs
Establish a friendly and trusting rapport with Major Smith
Demonstrate my knowledge of the Marmot Company and its high commitment to quality and craftsmanship
Allow Major Smith to fully understand the value-added aspect of Marmot Company sleeping bags and his ability to save 15% on the bags through volume purchase, and an additio
...