To repeat an example discussed in class, assume that a salesperson for Grainger $($which sells maintenance services and industrial supplies to firms$)$ is going to meet with a contact at a local hospital. Before the call, the contact relays the fact that she wants to discuss the possible purchase of casters $($wheels for carts, gurneys, etc.$).$ The salesperson knows that there are several sources for inexpensive casters from competitors that the customer could choose from.

After some initial rapport building, what is the first thing the salesperson should say?

Group of answer choices

We have the highest industry standard for casters and they carry a life$-$time guarantee.

Grainger is a global leader in industrial supplies, and was recently recognized as having the highest industry standards in product quality.

Why do you need casters?

We have the highest industry standard for casters and they carry a life$-$time guarantee.

Can you tell me what size you need, how many, and how soon you need them?