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During precall planning, you learn that an important prospect enjoys being treated by salespeople to casino visits, of which there are several in your area. Your firm does not have any policy about whether you can visit one of these with a client and you have never visited one with a client before. How will these facts affect your planning for your upcoming sales visit to this prospect? What will you do?


1. Evaluate the following approach for getting an appointment: “Mr. Peters, I’m actually going to be in your area next Thursday morning. Would it be OK if I stopped by for a few minutes, say, between 8:30 and 11:00 in the morning?” What do you think and why?