The Power of Selling, 2010a

The purpose of a business breakfast, lunch, or dinner is to get to know someone and build a relationship.
As you learned in , to engage in business entertainment is considered part of the sales job description.
Table manners are a form of nonverbal communication, and impolite etiquette can reverse all the effort
you have put into a relationship. Business meals are so important that many companies use business
lunches or dinners as part of the interview process. Whatever the situation, you want to be prepared with
proper etiquette for the occasion.
A meal is considered a business meeting, no matter where it is held. [12]
To help you remember which dishes and utensils to use, think BMW: Bread plate on your left, Meal in
the center, Water goblet on the right. [13] Use silverware starting at the outside and work your way in
as the meal progresses.
As a general rule of thumb, the person who invites pays. If you are invited to lunch for an interview,
your host pays. If you take a customer out to lunch, you pay. [14]
If you don’t know what to order, ask your host what’s good. Order a midpriced entrée rather than
ordering the least expensive or most expensive item on the menu. If you are the host, make some
suggestions so your customer feels comfortable with her choice. [15]
Don’t order anything messy; stick to food that is easy to eat. [16]
Be courteous to the wait staff. Many people observe how you treat other people, even when you think
no one is watching.
Etiquette for Thank-You Notes
There’s nothing more personal than a thank-you note. For the most part, you and your customers are very
busy, which is why a thank-you note is even more appreciated. Whether it’s a handwritten note or an e-
mail thank you, it will go a long way in building your relationship. It’s a personal touch that sets you apart.
It’s never inappropriate to say thank you, but it may be inappropriate not to say thank you.
Here are some tips for writing thank-you notes:
Start with a clear introduction and let the reader know right away that the purpose of the note or e-
mail is to thank him.
Be specific about the situation, date, or other information surrounding the reason for the thank-you
note.
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