Bob is the vice president of manufacturing for a business that processes, packs, and ships seeds to customers in the lower 48 states. The company has a constraint in the bag and seal area. Bob set up a buying committee consisting of himself and the managers of production, facilities, and purchasing, with the CFO in the final decision.
After the committee members did their online research and talked to people in the same sector within their network, they developed a shortlist of three companies. Bob offered to meet with representatives of the three manufacturers because his schedule had the most flexibility. The representatives come from these organizations:
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- Rep one is from Bob’s current supplier
- Rep two is from an independent sales company that handles two manufacturers that suit Bob’s needs
- Rep three is from another manufacturer
To read the key parts of the three sales calls, and see how they turned out, read Lessons Learned from How 3 Sales Calls Ended The complete articled appeared on Thomasnet.com.
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