2 Prepare a sales presentation for the briefcases. The O’Brien Company manufactures and markets a wide range of luggage, including suitcases, handbags and briefcases. The company is organised into two divisions – consumer and industrial. The consumer division sells mainly through retail outlets, whereas the industrial division markets direct to companies which buy luggage (especially briefcases) for use by their executives.

You have recently been appointed as a salesperson for the industrial division and asked to visit a new potential client with a view to selling him briefcases. The potential customer is Brian Forbes, the Managing Director (and owner) of a medium-sized engineering company in the Midlands with subsidiaries in Manchester, Leeds and Bristol. They employ a salesforce of 20 men selling copper piping. In addition, it is estimated that the company employs around 40 marketing, personnel, production and accountancy executives.