The most common sales situation is encouraging a potential client to include your offering for consideration in their purchasing program. You want your offering to be considered during the search phase of the buyer decision process.

Miles Hart is in charge of the maintenance department at the local paper mill, and he is responsible for purchasing hardware to repair equipment. Presently, Miles orders hardware online from NCH (http://www.nch.com). Assume that you also have a website where he can place orders. Answer the following:

1. If you were a sales representative with ahome improvementspecialty retailer, how might you try to make a sale to Miles?
2. Why should Miles consider changing suppliers?
3. What factors might influence Miles' buying decision?