Answer Case #10.1

Before making a cold call on the Thompson Company, you did some research on the account. Barbara Thompson is both president and chief purchasing officer. In this dual capacity, she often is so rushed that she is impatient with salespeople. She is known for her habit of quickly turning down the salesperson and shutting off the discussion by turning and walking away. In looking over Thompson's operation, you notice that the inefficient metal shelving she uses in her warehouse is starting to collapse. Warehouse employees have attempted to remedy the situation by building wooden shelves and reinforcing the weakened metal shelves with lumber. They also have begun stacking boxes on the floor, requiring much more space.

You recognize the importance of getting off to a fast start with Thompson. You must capture her attention and interest quickly or she may not talk with you.

Questions

Which of the following attention-getters would you choose?

1.Ms. Thompson, I'd like to show you how Hercules shelving can save you both time and money.

2.Ms. Thompson, can you spare a few minutes of your time to talk about new shelving for your warehouse?

3.Ms. Thompson, how would you like to double your storage space?

(answer each question and pick the best one that gets the attention of Ms. Thompson.)