I met a classmate 2 days ago. He is 28 year old and is a deputy general manager and is managing over 200 people. He often drinks with clients and gets drunk. His body is obviously wider than before, especially his face. His face is big so his eyes look small, just two lines. I feel his body is stronger than before, and he is full of high spirits. My question is, do we really have to drink with clients/prospects to get orders?
I told my classmate, if I was your prospect, as long as the price, quality, services, and payment terms are generally better than your competitors, I would buy the products from your company. He explained that the silent assumption is that “I" was an individual or a small company so "I" was able to find out everything(price, quality, services, payment terms) by myself. If a client is a big company, the decision maker has to rely on several departments to make a decision. For example, the decision maker needs to consult the quality department to find out which company offers the best quality. Since rare employees are purely selfless, he can always drink with them to win them over.
I think what he said makes sense. But I want to further explore this subject. What's your insight?