In previous chapters, we have discussed the merits of involving the sales manager or senior executives in sales calls. To close a major account, salespeople sometimes use the management close which calls on top management for help. Ryan Hegman, who works for Hegman Machine Tool Inc. (www.hegmanmachinery.com), recalls a sale that involved a $1.5 million automated manufacturing system. During the sales process, he brought in the president of the company, the vice president of sales, and the lead engineer. “Each added value in a separate way,” Hegman explains. One important reason to involve management is to make prospects feel your whole company’s resources will be available to support the customer.23