3M description of solution User Manual

 

Industrial Markets Solution Guide 

Automotive Interior Trim Attachment

 

 

 

16

Opening the Sales Call 

 

 

1.  What is your application and how can we help? 
2.  What are the substrates you trying to attach or bond together? 
3.  I would like to see your facility to help me understand what you are using now and how you 

are doing things before I offer a solution. 

4.  What is the timing of this project and when will you be making a decision on what product you 

will purchase? 

 

Typical Sales Cycle 

 

1. Pre-Call 

Planning 

30 minutes

IM Sales Solutions Guides – Auto Interior 
Market Marketer – Mike Wiener 

2.  Make Sales Call 

  1-2 hours IM Sales Training Staff and ABM 

3.  Develop Relationship 

On-going   IM Sales Training Staff and ABM 

4.  Find a Need 

30 minutes  IM Sales Solutions Guides – Auto 

Interior Market Marketer – Mike 
Wiener 

5.  Identify Potential Solutions (may or may not 

be preliminary solutions) 

1 hour to 14 

days

Auto Interior Market Marketer – 
Mike Wiener,  
e-SSR (Tech Service) 

6.  Customer Evaluates Product 

 2-14 days Sales will work with customer on 

evaluation process 

7.  Evaluate and React to Specification Needs 

(including testing results) 

  5 days- 6 

months

e-SSR (Tech Service) 

8.  Determine Supply Chain 

  1 hour - 

1day

Customer driven, utilize IM 
Channel specialist when 
appropriate 

9.  Quote the Product/Solution 

1 hour - 

1day

Auto Interior Market Marketer – 
Mike Wiener 

10. Acquire an Order 

1 minute – 

12 months

This will be based on customer 
timing 

11. Establish Plan to Maintain Business 

On-going Sales rep, Auto Interior Market 

Marketer – Mike Wiener