1) You are a sales representative for a company selling accounting software, and after considerable effort, you have secured a first meeting with the Vice President of a major accounting firm.

From your professional selling course, you have learned the importance of having an "action objective" for every customer meeting. Define "action objective," explain what might be an appropriate action objective for this initial meeting with the accounting firm's Vice President, and why?

2) Referring to question 1, as you prepare for your meeting, you want to follow the presentation strategy, which starts with the pre-approach. What exactly is the pre-approach, and describe two important activities of the pre-approach that you will customize for this meeting?

3) Again, referring to question 1, you understand how important the first few minutes of your meeting will be in order to fully engage the accounting firm's Vice President. Explain the three objectives of the approach which you will try to accomplish in order to engage the Vice President, and get the meeting off to a great start.

Reference: Professional selling