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When a buyer has used these “solutions” for a year, Sonoco constructs a case research about the cost savings and reviews the findings to the client. Sonoco maintains a file of those case research, which its salespeople draw on when making proposals to different prospects. The research persuasively convey the price financial savings that the prospects themselves would doubtless realize. GCS began by performing a benchmark research freed from cost for 15 of Grainger’s large prospects. At every company, GCS detailed the steps concerned in buying an MRO merchandise and outlined the estimated costs associated with every step. Since the…