The salesperson had worked hard for nearlysix weeks on the deal. The customer's initial concern about the product'stechnical specifications had been laid to rest by a series of convincing and relevantdemonstrations. The quantities were now agreed. This was going to be a very profitablesale and would have a beneficial 'knock-on' effect of increased manufacturingvolumes at one of the group's currently well under-utilized plants. The order wasthen passed to Credit Control for credit approval.