Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 13

Assume you are going to have your fourth and final job interview with Sherwin Williams, a manufacturer of paints and other coatings 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 Sherwin Williams 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, promotion cycle).
b. For each need and desire listed, establish your target position, opening position, and minimum position.
c. Sherwin Williams has probably also developed positions that would meet each of your needs and desires. Describe how you might go about discovering these positions before next Friday's meeting.