Brandon Williams is a salesperson for J. B. Hunt Trucking. For the past three or four...

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Brandon Williams is a salesperson for J. B. Hunt Trucking. For the past three or four months, he has tried to get in to see Chris Menton, a transportation specialist at Motion Industries, Inc. Motion Industries is a large distributor, specializing in the sales of bearings and power transmission products. They distribute industrial MRO (maintenance, repair, and operation replacement) parts and have access to more than 4.3 million parts through 501 locations. Motion Industries also has over 40 repair and service centers that are fully equipped to handle field services, repairs, and modifications. Parts are transported between the various Motion Industries locations as well as to the final customer, using trucking companies as well as UPS and the U.S. Postal Service. Brandon knows that Motion Industries uses the services of a number of trucking companies, and he would like Chris to consider adding J. B. Hunt as one of its primary transportation suppliers. J. B. Hunt uses state-of-the-art technology that offers customers real-time data to help them make real-time decisions about transportation. J. B. Hunt has won a number of awards for its outstanding supply chain visibility and offers the same stellar service regardless of the size of the buying organization. Brandon has never actually been able to talk to Chris, not even for a few seconds. His voice mail is all he has ever gotten when making phone calls to Chris. Visits in person have resulted in Chris's secretary just taking Brandon's card and telling him that Chris will call if he is interested. Brandon is now under pressure from his sales manager because Brandon has placed Motion Industries Valley on his prospect list for the last three months and has nothing to show for all his efforts. Assume that Brandon does get Chris's attention with one of the methods you've described and Chris is willing to speak with Brandon on the phone the next time he is called. What should Brandon plan on saying, assuming that he has just two or three minutes of phone time? Brandon Williams is a salesperson for J. B. Hunt Trucking. For the past three or four months, he has tried to get in to see Chris Menton, a transportation specialist at Motion Industries, Inc. Motion Industries is a large distributor, specializing in the sales of bearings and power transmission products. They distribute industrial MRO (maintenance, repair, and operation replacement) parts and have access to more than 4.3 million parts through 501 locations. Motion Industries also has over 40 repair and service centers that are fully equipped to handle field services, repairs, and modifications. Parts are transported between the various Motion Industries locations as well as to the final customer, using trucking companies as well as UPS and the U.S. Postal Service. Brandon knows that Motion Industries uses the services of a number of trucking companies, and he would like Chris to consider adding J. B. Hunt as one of its primary transportation suppliers. J. B. Hunt uses state-of-the-art technology that offers customers real-time data to help them make real-time decisions about transportation. J. B. Hunt has won a number of awards for its outstanding supply chain visibility and offers the same stellar service regardless of the size of the buying organization. Brandon has never actually been able to talk to Chris, not even for a few seconds. His voice mail is all he has ever gotten when making phone calls to Chris. Visits in person have resulted in Chris's secretary just taking Brandon's card and telling him that Chris will call if he is interested. Brandon is now under pressure from his sales manager because Brandon has placed Motion Industries Valley on his prospect list for the last three months and has nothing to show for all his efforts. Assume that Brandon does get Chris's attention with one of the methods you've described and Chris is willing to speak with Brandon on the phone the next time he is called. What should Brandon plan on saying, assuming that he has just two or three minutes of phone time?

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Introduction Brandon Williams a salesperson for J B Hunt Trucking has been attempting to establish contact with Chris Menton a transportation speciali... View the full answer