Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 17

Assume you are going to have your fourth and final job interview with Fastenal, a distributor of fasteners and other construction-related materials, next Friday. Knowledgeable friends have told you that because you passed the first three interviews, you will be offered the job during the fourth interview. Also, you know that Fastenal likes to negotiate with its new hires.
a. Think about your own needs and desires for your first job (such as salary, expense reimbursement, benefits, geographic location, and promotion cycle).
b. For each need and desire listed, establish your target position, opening position, and minimum position.
c. Fastenal has probably also developed positions that might meet each of your needs and desires. Describe how you could discover these positions before next Friday's meeting.