Selling 9th Edition by Stephen Castleberry,John Tanner

تمرين 8

Frank Briles, account executive and his boss, Kylie Martinez, were talking over one of his accounts, Parker Pet Products. Frank was describing his initial meeting with Shirley Parker, CEO of the family pet food manufacturer.
"She said that Mark Davis, the company's HR director, asked her if he could look into getting health care for the company. She said he was having trouble finding new employees because there were so few benefits. But she also said that the CFO was against adding more costs," Frank reported.
"Do you think she was serious about the costs?" asked Shirley.
"I think so." Frank's face showed his lack of confidence in knowing the answer. "What I do know is that they have no budget set aside for it."
"How will they determine a budget? And what will their process be in making a decision?"
Frank looked at his computer for notes he had taken on the meeting. "Well, we're lucky in the sense that they've not really set up a process. So we can help them determine what's important, assuming I can get to the right people fast enough. As for budget, that will be decided by Shirley and the CFO."
Kylie gave Frank a sharp look. "Right people? What do you mean?"
"They're setting up a committee," said Frank. "I've asked to have an opportunity to meet with them and just talk through options and process. I know that there will be two employee representatives, one from each plant, along with the HR guy, the CFO, Shirley, and the two plant managers. What I don't know is how they will make the decision or what they want.
How can Frank use the multi attribute matrix to guide his sales plan?