Application:

Used where the sales representative has a customer interaction in a non-business environment (i.e. A social dinner with spouses).

Objectives:

To develop background information on the customer that can be used in subsequent sales calls.

Questioning Strategy

1. The customer generally will set the tone for the business content of the social conversation. If the customer decides that he wants absolutely no discussion about business that means there will be no discussion of organizational needs. The number one area in terms of probing would be personal needs and secondarily, depending on customer initiation, job needs.

2. A strategy of open questions should be used in this situation. In examining personal needs, questions should be used in the following areas:

a. Does the customer have any major goals?

b. Is the customer happy in his present job?

c. Does the customer feel that his job offers growth potential?

d. What are some of the customer