It can be difficult to plan for every situation that may occur in a sales meeting. Every sales meeting will require some pre-planning based on who the customer is and how they conduct theirbuying process. This Discussion will help you consider variations in preparation for meeting with a customer for thefirst time.

Scenario:Danielle Romero is about to make herfirstpresentation to a new customer (choose from the following list) and you (in the role of Danielle) have a variety of cleaning supplies available for sale.

Choose a new Customer: (For more information on customers, search for their websites.)

Royal Caribbean Cruises

Universal Studios Theme Park

Daniel WebsterElementary School

Audubon Nature Institute

As Danielle you are meeting with the organization's procurement officer.

• What questions would you ask to fully understand the customer needs for the customer you chose from the list? Be sure to note if you are going to use open or closed questions and whether it would help to use SPIN questions.