After a few days without any success, he called the Northern European representative to see if he could provide him with any tips on what to do next. Understandably the representative was a little frosty, feeling that the business opportunity had been his and that it had been usurped by the international sales manager. Nonetheless, he agreed to meet him at the hotel and provide whatever help he could in arranging a meeting. The representative told him that the purchasing manager was the key individual, but that it was the Swedish way for decisions to be made by consensus, and therefore several people would be involved in the decision.