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i. Full details of the firm. This would include not only information of their complete
range of products, the address of their head office, but also the name of their
banker if they were not a nationally known firm, so that references may be
obtained.
ii. The information of other customers of their products. This would not only enable
the buyer to check that these customers actually did use the products claimed by
the salesman, but also obtain in confidence some evaluation from a user of the
product and the ability of the selling company’s delivery performance.
iii. Printed copies of recent price lists are also necessary as without them any price
comparison with other products cannot be carried out nor are any offers of
discounts meaningful.
iv. Details of trading terms such as cash trade, and group or company discount.
v. Samples of products for testing and tasting. These are normally free although the
size of the sample may be limited.
vi. A visit to a new firm is also necessary as the claims of the salesman, the size for
the company, its storage facilities, and transport can then be checked as well as
the attitude of the firm to a new customer.
NatalieR answered the question on May 12, 2022 at 13:28