Sales Scenario:

A new University located in Columbus Georgia has recently opened its doors to a diverse student population, both of local and international backgrounds. This is the eighth month of the University$$s operations, and it is housed in the suburbs of approximately $665$ acres, and caters to $15,000$ Undergraduate and $7,000$ Graduate students, and a staff of $1,500,$ including faculty members. Additionally, within the campus setting, a huge cafeteria has been designed to facilitate the needs of both students and staff. Hence, allowing them to purchase their meals in a convenient, relaxed, and flexible manner, without the stress of having to leave the campus to access food$/$meals in other locations. The cafeteria is running smoothly and provides great services to everyone, and students and staff are happier when they earn an extra $6\%$ discount for a weekly meal plan. As a vendor of organic produce and a new entrepreneur, you found out through research, the cafeteria does not currently provide organic produce to its students and staff. Additionally, you learned the Senior Director of the cafeteria is Ms$.$ Mary$-$Kay Firehouse and she is responsible for all decision$-$making for the cafeteria. Ms$.$ Firehouse also has a team, primarily assisting with the daily operations of the business. Upon learning this information, your next step is to meet with the Senior Director as soon as possible to discuss the benefits of organic produce, and how you and your team can provide the best service to Ms$.$ Mary$-$Kay Firehouse and her staff in a very cost$-$effective manner.

Before approaching the prospect, the sales manager discusses with the team the lead generation type used to obtain the prospect, Ms$.$ Mary$-$Kay Firehouse and shares $3$ reasons this lead generation method was more effective and feasible in obtaining the prospect.

$(10$ points$)$

At the initial prospecting interaction, the sales manager greets the Prospect, Ms$.$ Mary$-$Kay Firehouse, with a firm handshake and introduces himself and explains objectively, in a detailed manner, five $(5)$ reasons for the visit. Also, during the initial introduction, the sales manager exhibits and demonstrates great rapport, and illustrates a level of patience, amicableness, engagement, and courteous attitude to increase prospect$$s interest in the proposed product.