Two weeks have gone by since you met with the fleet manager of Strident Technologies. Your initial introduction seemed to go well, and they requested a proposal for a fleet of cars from your company. You are at their office to discuss the proposal with the fleet manager and sales manager. You discuss the models they were looking for, pricing, leasing terms, and guarantees. At that point, the fleet manager mentions that the leasing terms seem too long; their salespeople like to get new cars every two years. You are proposing a lease term of three years. You mention that by extending the lease term to three years, you were able to cut $15\%$ off the contract price per year and were able to get free loaner cars if repairs are ever needed.

You are now in the step of personal selling.