User Guide

Industrial Markets Solution Guide
Automotive Interior Trim Attachment
16
Opening the Sales Call
These are the first few questions you would ask to identify if the customer needs
are aligned with the 3M solution offering:
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
STEPS
AVERAGE
DURATION
OF STEP
RESOURCES AND TOOLS
AVAILABLE
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