$1.)$ Role$-$play $2$ was focused on recruiting a high$-$school student, Taylor, to come to Ohio University. Please review some of the buyer profile information below to refresh your memory then complete the following activities below. $(28$ total points$)$

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Potential Student Profile:$$

$17$ years old

$$ Lives in Pittsburgh

$$ Originally from Ohio

$$ Interested in Marketing or Management

$$ Enrolled in a private Catholic school $($Bishop McCort$)$

$3\mathrm{.}3$ GPA

$$ Excels at basketball and track

$$ Mom is stay at home with $6$ kids; Dad runs his own machine shop

$$ Applying to Ohio State & Pitt

$$ Amiable$/$expressive social style

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Please list the $6$ steps of the sales process and then complete the additional activity listed next to the different steps. Think back to the approach sheets we did throughout the semester.

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Step $1$: Preparation$(3$ points$)$

Please provide a verbatim example of what you would say to complete this step with Taylor. Keep in mind that you are an Ohio University recruiter. $(3$ points$)$

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Step $2$: Attention$(3$ points$)$

What types of information would you include to fully complete this step while you$$re speaking with Taylor? $(3$ points$)$

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Step $3$: Examination$(3$ points$)$

Please provide at least three examples of things you would say to fully complete this step. $(3$ points$)$

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Step $4$: Prescription$(3$ points$)$

Let$$s assume that after completing steps $1-3$ you have learned that Taylor is interested in the College of Business and is most concerned with receiving an ROI from her education. What would you include in this step to adjust to this desire? $(3$ points$)$

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Step $5$: Conviction and Motivation$(3$ points$)$

Taylor interrupts you and brings up a concern about parties on campus. Using what you learned in class you clarify her concern and find out she is actually concerned with the security and safety on$-$campus. Use the $$feel$-$felt$-$found$$ method to answer this concern. $($You will NOT receive full credit unless you use the feel$-$felt$-$found method$)(3$ points$)$

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Step $6$: Completion and Partnering$(3$ points$)$

The conversation has gone well, and you recognize that you must now wrap$-$up the meeting so that you can go speak with another prospective student. How would you finish the conversation? $(3$ points$)$