Inline Plastics Playbook v2 JUL-21

Presentation

Presentation

- Determine what level of IP Presentation / Engagement will be most impactful: - Full IP Presentation -or- IP Update/Refresh - Catalog / Product Brochure / Sell-Sheets - Samples - Presentation of existing item in IP packaging - Determine which IP Team Members should attend the Presentation, based on the topics to be discussed and the size of the Opportunity: - Salesperson - Director - Leadership - SME - Broker - Other Resources - Determine which Prospect Team Members, Departments, & Stake Holders should attend the Presentation, based on the topics to be discussed and the size of the Opportunity - Continue to Qualify Prospect/Opportunity as more information is collected

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

- Does this Opportunity make sense for IP? - Does it make sense for the Prospect? - Do the Prospects Needs align with IP’s Solutions? - Modify/Adapt IP solutions as needed as Prospect needs are assessed & refined - Continue to engage with the prospect

- Follow-Up / Follow-Through Process