The Challenge: Townsend is convinced that a good market exists (e.g., groceries. restaurants, gas stations) for his food products. He's started to put together a business plan to move in that direction. One of his first problems is to obtain a list of prospects. You and your classmates (depending on class size your facilitator may break you in to teams for this discussion exercise) are a E528 sales consulting company. Townsend finds you through Atgonqutn College and asks you to meet with him to exptore how he should proceed to develop that all important list of initial prospects. To prepare for the meeting with Pete Townsend you "we identified the tottowing 3 questions that you and the team will brainstorm to form the core of your presentation on Safes Prospecting and Quaiifjng. 1. What prospecting methods should Townsend use? 2. How can Townsend qualify the leads he receives? What qualifying factors will be most important? 3. What pre-call information is needed by Townsend? How will he collect this information? 4. Take the initiative to summarize the key points to bring forward to your presentation to Townsend