How to Ask Your Sales Rep A Guide

How to ask how their sales representative effectively is crucial for successful interactions. This guide provides a comprehensive approach to navigating inquiries about sales representatives, covering everything from understanding your needs to crafting effective questions and handling diverse responses. Understanding the nuances of communication and relationship building will empower you to achieve your goals.

This guide will equip you with the knowledge and tools necessary to approach sales representatives with confidence, clarity, and professionalism. From choosing the right communication channel to formulating specific and insightful questions, we’ll explore every aspect of the process.

Understanding the Need

The act of seeking clarity from a sales representative is not merely a transactional exchange; it’s a gateway to profound understanding. It reveals a deeper yearning for alignment, a desire to connect with the essence of the offered service or product. This journey, when approached with intention and clarity, can unlock unforeseen benefits.A sales representative’s preparation often acts as a mirror reflecting the depth of understanding and commitment to the customer’s journey.

Asking about their preparedness is not an interrogation, but an invitation to explore the subtle energies of a transaction. It is an opportunity to perceive the inner harmony and purpose of the interaction.

Common Reasons for Seeking Clarification

A customer might seek clarification from a sales representative for a variety of reasons, all stemming from a desire for greater assurance and understanding. This inquiry stems from a profound desire to feel supported and guided. Potential reasons include:

• To gain a deeper understanding of the product or service’s capabilities and limitations. This can include questions about the features, benefits, and practical applications of the product, along with the sales representative’s expertise and understanding of those aspects.
• To ascertain the sales representative’s knowledge and experience in the specific area. This can involve understanding their history with the product, their understanding of the customer’s needs, and their grasp of industry trends and challenges.
• To validate the sales representative’s ability to provide solutions and support post-sale. This inquiry encompasses a desire to ensure the customer receives the ongoing support and assistance necessary for successful use and integration of the product.
• To evaluate the sales representative’s commitment to the customer’s success. A prepared sales representative demonstrates a proactive approach, demonstrating an understanding of the customer’s journey beyond the immediate sale.

Examples of Crucial Clarification Situations

Various situations demand specific clarification from a sales representative. These instances highlight the importance of clear communication and the potential benefits derived from it.

• When a customer is considering a complex product or service, seeking clarification is essential to ensure a seamless integration and understanding of the intricacies involved.
• In cases where a product or service has multiple functionalities, clarification is crucial for the customer to fully understand and effectively utilize the offered tools.
• When a sales representative presents a proposal or offer, understanding the nuances and details is essential to ensure the customer is making an informed decision that aligns with their goals and values.
• Clarification is especially important when dealing with potential conflicts of interest or issues regarding the sales representative’s qualifications.

Types of Questions a Customer Might Ask

Customers might have various inquiries about their sales representative’s preparedness. These questions reflect a desire for understanding and a willingness to collaborate.

• Questions regarding the sales representative’s knowledge of the product or service’s features, benefits, and practical applications are crucial for building trust and confidence.
• Inquiries about the sales representative’s experience and expertise in the field, demonstrating the sales representative’s competence and familiarity with the relevant industry standards, are essential for validating their suitability.
• Questions about the post-sale support and resources available, illustrating the customer’s proactive approach to ensuring a positive and productive outcome, highlight the customer’s commitment to successful implementation.
• Questions regarding the sales representative’s commitment to the customer’s success showcase the customer’s proactive approach to ensuring a positive and productive outcome, demonstrating the customer’s desire for alignment and partnership.

Importance of Clear Communication

Effective communication is paramount in seeking answers from a sales representative. Clarity ensures a mutual understanding and a productive exchange.

• Precise and concise language helps convey the customer’s needs accurately, minimizing ambiguity and fostering clarity.
• Active listening ensures that the sales representative’s responses are thoroughly considered and understood, enhancing the customer’s experience.
• Open-ended questions encourage detailed explanations, promoting a comprehensive understanding of the product or service.
• A collaborative approach to communication fosters trust and mutual respect, ensuring a positive interaction.

Potential Benefits of Effective Communication

The benefits of effective communication with a sales representative extend beyond the immediate interaction.

• Effective communication fosters a stronger understanding of the customer’s needs, leading to a more tailored and personalized approach.
• Clear communication reduces misunderstandings and potential conflicts, enhancing the overall experience.
• Strong communication builds trust and rapport, which is essential for long-term relationships.
• Effective communication allows the customer to make informed decisions, ensuring the chosen product or service aligns with their values and aspirations.

Methods of Inquiry

Embarking on the path of understanding a sales representative’s preparation requires a delicate touch, akin to a seasoned gardener tending a nascent sapling. This exploration into methods of inquiry will unveil the most effective channels and strategies to nurture a fruitful understanding of their role and responsibilities. The art lies not in interrogation, but in cultivating a space for reciprocal enlightenment.The essence of effective inquiry lies in crafting a dialogue that transcends the transactional, moving towards a deeper communion of purpose.

This involves choosing the right methods of communication, crafting thoughtful questions, and maintaining a respectful and open atmosphere for the exchange of knowledge.

Communication Channels

A well-chosen communication channel can significantly influence the depth and quality of the exchange. Different platforms cater to various needs, and selecting the right one is crucial for a productive conversation.

• Phone Calls: Direct and immediate, phone calls allow for a nuanced exchange, mirroring the warmth of a personal connection. They provide an immediate feedback loop, enabling clarification and a more dynamic interaction. However, they require dedicated time and can be less efficient for complex inquiries.
• Email: Email provides a structured, recordable format, ideal for detailed inquiries. It allows for thoughtful responses and thorough documentation. However, it can be less immediate than a phone call, potentially leading to delays in obtaining answers.
• Live Chat: Live chat offers an interactive, real-time exchange, making it suitable for quick questions and immediate clarifications. It provides a responsive platform, fostering a sense of immediacy. However, its effectiveness can be limited for inquiries requiring in-depth explanations.
• Social Media: Social media, while useful for building rapport, may not be the optimal channel for formal inquiries. Its informal nature may not be conducive to detailed discussions or sensitive matters. However, it can be utilized for preliminary assessments and informal interactions.

Crafting Effective Email Templates

Email, despite its apparent formality, can be tailored to create a connection with the sales representative. An effective template fosters clarity and encourages a productive exchange.

• Subject Line: A concise and descriptive subject line, like “Inquiry Regarding Sales Process,” clearly communicates the email’s purpose. Avoid vague subjects that might lead to delays.
• Introduction: Start with a professional greeting and a brief, yet engaging, introduction. Clearly state the purpose of the email. An example: “I hope this email finds you well. I am writing to gain a better understanding of your role and responsibilities.”
• Specific Questions: Frame questions clearly and concisely, avoiding ambiguity. Use open-ended questions to encourage a thorough response. Examples include: “What are the key performance indicators (KPIs) you use to measure success?” or “How do you typically approach the onboarding of new clients?”
• Conclusion: Summarize the key points and express your appreciation for their time and insight. An example: “Thank you for taking the time to answer these questions. I look forward to our continued collaboration.”

Potential Questions for Sales Representatives

A well-structured inquiry into the sales representative’s role and responsibilities involves a series of thoughtful questions. These questions are designed to uncover their knowledge and understanding of their duties, and foster an understanding of their preparation.

• Understanding of Sales Process: Questions focusing on the sales process, from initial contact to closing the deal, demonstrate a keen interest in the sales representative’s knowledge of their duties.
• Knowledge of Products/Services: Questions exploring their expertise and knowledge of the products/services they represent reveal a comprehensive understanding of the sales process.
• Customer Relationship Management (CRM): Questions regarding their CRM usage highlight their efficiency and effectiveness in managing customer relationships.
• Sales Strategy & Techniques: Questions about their sales strategies and techniques provide insight into their approach and preparedness.
• Professional Development & Training: Inquiring about their professional development and training initiatives reveals their commitment to continuous improvement and enhances the overall understanding of their role.

Constructing Effective Questions

The art of inquiry is a sacred dance, where the questions asked are the subtle melodies that orchestrate the conversation. Precise and insightful questions are the keys to unlocking the wisdom held within another’s perspective. This dance of questioning reveals the hidden needs and desires, allowing for a profound understanding of the inner workings of the sales representative.Effective questions, like finely honed tools, cut through the noise and reveal the essence of the matter.

They invite clarity, foster understanding, and illuminate the path to a more fulfilling and successful interaction.

The Importance of Specificity and Clarity

Precise language is the bedrock of effective questioning. Vague or ambiguous questions, like wispy smoke, dissipate into nothingness, failing to capture the intended meaning. Clear, concise queries, on the other hand, act as sharp arrows, piercing the veil of ambiguity and revealing the truth behind the answers. The clarity of the question dictates the clarity of the response.

Avoiding Vague or Ambiguous Questions

Vague questions lack focus, often leading to a multitude of interpretations. They are like ships without rudders, drifting aimlessly. Ambiguity breeds confusion, making it difficult to extract meaningful information. Here’s a guide to steer clear of such pitfalls:

• Employ precise terminology. Instead of asking, “How are things going?” which is open to a wide range of interpretations, ask, “How is your current sales pipeline performing compared to your quarterly target?”
• Specify the context. A general question about “customer satisfaction” is too broad. Instead, ask, “How satisfied are your customers with the new product features, specifically the enhanced user interface?”
• Avoid jargon or technical language that might not be understood by the person you’re questioning. Use plain, accessible language that avoids the possibility of misinterpretation.

Phrasing Questions for Helpful and Insightful Responses

Formulating questions that elicit helpful and insightful responses requires a mindful approach. Questions should not only seek information but also encourage the speaker to elaborate, clarify, and provide context. This fosters a deeper understanding of the situation.

• Use open-ended questions to encourage discussion and clarification. Instead of, “Are you happy with the current sales strategy?”, ask, “What are your thoughts on the effectiveness of the current sales strategy, and what adjustments, if any, would you suggest?”
• Ask questions that focus on the specific needs and concerns of the sales representative. For example, instead of, “What’s your biggest challenge?”, ask, “How does the current workload impact your ability to manage your customer relationships, particularly in terms of nurturing leads?”

Examples of Open-Ended Questions

Open-ended questions, like inviting portals, open the door to a richer exchange of information. They move beyond simple yes-or-no answers, prompting the respondent to elaborate and provide context.

• Instead of: “Are you satisfied with the training?”
  Ask: “How has the training prepared you to effectively address the needs of diverse customer profiles?”
• Instead of: “What is your primary goal?”
  Ask: “What are your objectives for increasing sales, and how do you intend to achieve them in the next quarter?”

Handling Different Responses: How To Ask How Their Sales Representative

Navigating the spectrum of responses from sales representatives requires a keen awareness of the nuances in their communication. Understanding these nuances fosters a deeper connection, enabling you to guide their development and enhance their performance. This understanding transcends mere transactional interactions, instead weaving a tapestry of growth and mutual support.Effective interpretation of sales representative responses hinges on the ability to discern the underlying motivations and concerns.

A thoughtful approach to each response, recognizing the potential for growth, creates a supportive environment where both parties can thrive.

Interpreting Varying Communication Styles, How to ask how their sales representative

Sales representatives possess diverse communication styles. Some may be highly expressive, while others may be more reserved. Some may excel at presenting compelling narratives, while others might prioritize data and figures. Recognizing these differences allows you to tailor your approach to elicit the best possible responses and understanding. Adaptability in communication is key to fostering a collaborative environment where each individual feels heard and valued.

Addressing Common Response Types

Understanding common response types equips you to address them constructively. A sales representative might express uncertainty, frustration, or even resistance. These responses, while potentially challenging, offer valuable insights into the challenges they face. These responses, if approached with empathy and understanding, become opportunities for growth and improvement.

• Uncertainty: A representative expressing uncertainty may need clarification, further guidance, or simply more time to process information. Responding with patience and offering specific resources or mentorship can alleviate their apprehension. A supportive environment fosters confidence and empowers representatives to take calculated risks.
• Resistance: Resistance to change or new methods often stems from ingrained habits or a perceived lack of value in the proposed approach. Empathetically exploring the reasons behind the resistance allows for a more effective resolution. Acknowledge their concerns and work together to find solutions that address their specific needs and concerns.
• Frustration: Frustration may arise from unmet expectations or encountered obstacles. A calm and supportive approach, focused on identifying and resolving the root cause, is crucial. A proactive approach to address their issues ensures that these feelings are not detrimental to their overall performance and morale.

Following Up on Unsatisfactory Responses

Following up on unsatisfactory responses involves more than just a simple re-evaluation. It demands a proactive exploration of the underlying issues. A structured approach, focusing on understanding the root causes and potential solutions, ensures that the conversation isn’t merely a cycle of repeated inquiries. It is a process of understanding the representative’s challenges and supporting their growth.

• Re-evaluate the approach: Review the previous methods of inquiry to ensure they were clearly understood. Consider alternative methods of communication or presentation. Re-framing the perspective can provide a different lens for the representative to see the task.
• Identify and address roadblocks: Determine if there are any obstacles hindering the representative’s progress. This may include access to resources, knowledge gaps, or other systemic issues. Identify and resolve any such obstacles promptly and effectively.
• Provide constructive feedback: Focus on specific behaviors or actions that can be improved. Frame feedback as an opportunity for growth, emphasizing the positive impact of improvements on their performance and career progression.

Handling Potentially Frustrating Situations

A certain degree of frustration is inherent in any challenging situation. The key is to maintain composure and focus on finding effective solutions. A calm and assertive demeanor fosters a positive atmosphere where productive dialogue can take place.

• Maintaining composure: Acknowledge the frustration without becoming defensive. Active listening and understanding the representative’s perspective are vital. Maintaining composure enables a focused and productive discussion.
• Focusing on solutions: Shift the focus from the problem to potential solutions. Collaborate to find creative and effective solutions to the issue. This shift in focus from problem to solution fosters a more positive and productive dialogue.
• Seeking support: If necessary, seek support from senior management or mentors. Their experience and guidance can provide valuable insights and support in resolving complex issues. Collaborating with experienced mentors and senior staff can offer alternative perspectives and facilitate effective problem-solving.

Potential Problems and Strategies

A structured approach to handling potential problems enhances efficiency and fosters a supportive environment. Addressing issues proactively minimizes their impact and promotes a positive and productive work environment.

Potential Problem	Strategies
Lack of motivation	Identify underlying reasons, provide support and encouragement, set clear goals and expectations.
Resistance to change	Understand the root cause of resistance, provide support and resources, explain the benefits of change.
Knowledge gaps	Provide training and development opportunities, offer mentorship, share relevant resources.
Communication barriers	Clarify expectations, improve communication channels, establish clear guidelines.

Maintaining a Professional Relationship

A harmonious interaction with a sales representative transcends mere transaction; it’s a bridge of understanding built on mutual respect. Cultivating this professional connection, informed by mindful inquiry, paves the path to insightful solutions and enduring partnerships. This requires not only skillful questioning but also a profound awareness of the subtle nuances of human interaction.

Maintaining a Professional Tone and Demeanor

A professional demeanor in these interactions is paramount. It demonstrates respect for the individual’s time and expertise. A calm, composed, and attentive approach fosters a receptive environment for productive dialogue. Avoidance of aggressive or dismissive language is crucial. Instead, opt for a measured, inquisitive tone that encourages a shared exploration of potential solutions.

• Demonstrating active listening is key. Paying close attention to the representative’s responses, both verbally and nonverbally, shows genuine interest and validates their perspective. This fosters trust and encourages open communication.
• Maintaining a courteous tone in all interactions ensures a positive and respectful atmosphere. Phrases like “Thank you for your time,” “I appreciate your insights,” and “Could you elaborate on…” contribute to a professional and collaborative exchange.
• Respecting the representative’s expertise, recognizing their valuable contributions to the sales process, builds rapport. Acknowledging their knowledge demonstrates appreciation and encourages further engagement.

Respecting the Sales Representative’s Time and Expertise

Valuing the sales representative’s time is essential. Brevity and clarity in communication are critical. Questions should be concise and targeted, avoiding unnecessary digressions. Recognizing the representative’s expertise and experience allows for a more productive dialogue, focused on the needs at hand.

• Prioritize the needs of the representative by being mindful of time constraints. Avoid lengthy introductions or unproductive conversations. Direct questions to the core issues at hand.
• Show appreciation for the representative’s knowledge by acknowledging their contributions. Validating their expertise fosters a sense of partnership and encourages a collaborative approach.
• Clearly define the scope of the discussion to avoid wasting valuable time. Focus the conversation on specific areas of concern and aim to resolve them efficiently.

Staying Focused on the Topic at Hand

Maintaining focus during the interaction is vital for extracting relevant information. This requires active listening and a clear understanding of the objectives of the conversation. A well-defined approach will ensure the discussion remains productive and avoids unnecessary tangents.

• Structuring questions in a logical sequence ensures a smooth progression of the conversation. Building upon previous responses, while staying relevant to the primary subject, enhances clarity and efficiency.
• Using clarifying questions to gain a deeper understanding of the sales representative’s perspective. Such inquiries demonstrate interest and encourage detailed responses. This allows a comprehensive understanding of the issue.
• Summarizing key points from the discussion, periodically, maintains a shared understanding of the conversation’s trajectory. Ensuring everyone is on the same page will improve the interaction’s efficiency and clarity.

Managing Potential Conflicts or Misunderstandings

Conflicts, while inevitable in any interaction, can be navigated with tact and diplomacy. Open and honest communication is essential in resolving any discrepancies. Remaining composed and maintaining a professional tone are key.

• Acknowledge any disagreements constructively, and avoid taking the representative’s remarks personally. Focus on finding common ground and exploring alternative solutions.
• Actively listen to the sales representative’s perspective, acknowledging their viewpoint and seeking to understand their concerns. Empathetic understanding allows for more constructive dialogue.
• Remain calm and professional during disagreements. Focus on the issue at hand, and avoid escalating the situation.

Leaving a Positive Impression

Leaving a positive impression goes beyond the immediate interaction. It involves recognizing the value of the sales representative and fostering a professional relationship. Expressing gratitude and highlighting their contributions will create a positive lasting impression.

• Express gratitude for the representative’s time and insights, recognizing their contribution to the conversation. A simple “Thank you for your time and insights” can leave a lasting impression.
• Summarize key takeaways from the interaction, ensuring both parties understand the outcomes. This reinforces the conversation’s purpose and demonstrates commitment to mutual understanding.
• Follow up with a concise summary of agreed-upon actions or next steps, demonstrating proactive engagement and commitment.

Specific Scenarios

Navigating the intricate dance of commerce requires not only a keen understanding of the market, but also a profound connection with the products and services offered. Asking insightful questions unveils the true essence of the transaction, fostering a harmonious exchange that benefits all parties involved. Through mindful inquiry, we cultivate a deeper understanding of the offerings, paving the way for informed decisions and enriching the entire experience.Embarking on this journey of inquiry, we delve into specific scenarios to illustrate how to extract valuable information from sales representatives.

This profound exploration goes beyond mere transactional interactions, aiming to connect with the essence of each product or service.

Product or Service Inquiry

This section Artikels the process of seeking clarification on specific product or service details. A discerning approach, guided by curiosity and respect, ensures a clear and comprehensive understanding of the offerings.

• A profound understanding of the product’s core attributes, including its unique selling points, provides a deeper appreciation for its value. For example, inquiring about the specific materials used in a handcrafted wooden chair, or the precise components of a cutting-edge technological device, reveals the craftsmanship and ingenuity behind the product.
• Delving into the specific features of a product or service is paramount. For instance, exploring the various functionalities of a software application, or the specific dietary restrictions of a specialized meal kit, helps determine if the product aligns with personal needs and preferences.

Pricing and Payment Options

A clear understanding of pricing and payment structures is crucial for informed decision-making. This section provides a framework for inquiries regarding these critical aspects.

• A comprehensive understanding of pricing strategies provides valuable insights into the value proposition of a product or service. Inquiring about different pricing tiers for a subscription service, or the various payment options available for a high-value item, allows for tailored decision-making.
• Exploring payment options reveals the flexibility and convenience offered by the vendor. For example, asking about available financing options for a major purchase, or the acceptance of specific payment methods, empowers the buyer to select the most suitable option.

Delivery or Installation Processes

Effective communication regarding delivery or installation ensures a seamless experience. This section provides insightful examples.

• Understanding the delivery process is essential for anticipating the timeline and potential delays. Inquiring about the estimated delivery time for a purchased item, or the different shipping options available, helps manage expectations and plan accordingly.
• Exploring the installation process is vital for ensuring a smooth and efficient integration. For example, inquiring about the steps involved in installing a new appliance, or the availability of professional installation services, ensures a positive experience.

Warranties and Guarantees

Understanding warranties and guarantees is crucial for mitigating potential risks and ensuring long-term satisfaction. This section presents insightful examples.

• Inquiry into the warranty terms provides clarity and security. For example, asking about the duration of the warranty on a new product, or the specific coverage details, protects the purchaser from unforeseen circumstances.
• Investigating the guarantee policies provides confidence and assurance. For example, asking about the guarantee of satisfaction on a service, or the return policy for a purchased item, empowers the customer to make a well-informed decision.

Customer Service and Support

Effective customer service and support are crucial for building trust and ensuring satisfaction. This section provides examples.

• Understanding the support channels available builds confidence and ensures prompt assistance. For instance, inquiring about the different methods of contacting customer support, or the response time for inquiries, allows for proactive management of potential issues.
• Exploring the customer service policies ensures that the experience aligns with expectations. For example, asking about the resolution process for complaints, or the availability of personalized support, helps to anticipate and address potential concerns.

Documentation and Follow-up

The act of documenting interactions and subsequent follow-up is not merely a procedural necessity; it is a sacred ritual of connection, ensuring the flow of wisdom and understanding. Just as a seed holds the potential of a magnificent tree, careful documentation of conversations holds the potential for growth and progress in your relationships.Thorough documentation ensures that insights gained from conversations with sales representatives are not lost to the ephemeral winds of time.

This mindful approach allows for a deeper understanding of their needs and a more profound connection. It is a testament to the profound value you place on these interactions.

Designing a Documentation Template

Effective documentation hinges on a well-structured template. A template should be more than just a list of questions and answers. It should serve as a living record, reflecting the nuances of the conversation and the insights gained. This template should be adaptable to different scenarios, allowing for a tailored approach to each interaction. A detailed template is essential for ensuring that crucial information is captured in a standardized format, allowing for easy retrieval and analysis.

The template should be visually appealing and intuitive to use.

Tracking Questions and Responses

Maintaining a meticulous record of questions and responses is vital for clarity and efficiency. A structured approach allows for easy referencing and analysis of past conversations. This tracking mechanism can be a simple spreadsheet or a dedicated software application. Key details should include the date, time, and context of the conversation. The template should also allow for detailed notes on the sales representative’s responses and any subsequent actions.

This will serve as a valuable resource for future discussions and problem-solving.

Importance of Following Up

Following up on questions and issues is paramount to ensuring their resolution and building trust. A simple acknowledgement of receipt, followed by a timely response, demonstrates respect for the representative’s time and commitment to finding solutions. This follow-up can be a brief email or a phone call, depending on the nature of the inquiry. This demonstrates a dedication to effective communication, a core principle in any successful partnership.

Methods for Ensuring Issues are Addressed

Implementing effective methods for addressing questions and issues is crucial. Establish clear communication channels and deadlines. This includes setting expectations for response times and outlining escalation procedures. A predefined workflow ensures a consistent approach to resolving issues, avoiding ambiguity and promoting a smooth resolution process. Regular check-ins, even if the issue seems resolved, maintain a proactive approach.

Seeking Clarification Proactively

Proactively seeking clarification demonstrates a commitment to understanding. This approach fosters a deeper level of connection and trust. It shows respect for the sales representative’s time and a genuine interest in their perspective. This proactive engagement shows a dedication to collaboration and problem-solving. Ask clarifying questions when necessary, ensuring a thorough and complete understanding of the issue.

If unsure about the meaning or impact of a response, ask for further elaboration.

Ultimate Conclusion

In conclusion, effective communication with sales representatives hinges on understanding your needs, selecting appropriate inquiry methods, crafting clear questions, handling various responses, and maintaining a professional relationship. By following the strategies Artikeld in this guide, you can optimize your interactions and ensure that your questions are addressed thoroughly and your concerns are effectively resolved. Remember to document important information and follow up when necessary.

Common Queries

What if my sales representative doesn’t understand my question?

Re-phrase your question more specifically, providing concrete examples or details to clarify your needs. If necessary, ask for clarification or a different point of contact.

How long should I wait for a response from my sales representative?

Response times vary depending on the sales representative’s workload and the complexity of the question. Check the company’s communication policy or inquire about typical response times.

What if the sales representative’s initial response isn’t helpful?

Politely and professionally follow up, restating your question and explaining any additional details. If necessary, escalate the issue to a supervisor or higher-level support.

What is the best method to ask about pricing?

Inquire directly about pricing in a concise email or during a scheduled call. Avoid ambiguity by clearly outlining the product or service you’re interested in and the desired specifications.