You Are About to Call on Kim Hong, a Buyer

Multiple Choice

You are about to call on Kim Hong, a buyer for a company that manufactures auto parts. Mr. Hong is "all business" and hates to waste time. You would be wise to:

A) obtain as much information as possible about his company before the first meeting so you can eliminate any unnecessary questions.
B) attempt to schedule a plant tour before the first sales call.
C) go to the meeting with an order form filled in except for the number of items. Place it in front of him to show him you mean business.
D) develop a two-call plan. Use the first call to develop a social and business relationship.
E) avoid the use of confirmation questions.