Question: Field Elementary School (K 4) this is a long term customer in a very small school (100 students) located in an upscale community. On the

Field Elementary School (K 4) this is a long term customer in a very small school (100 students) located in an upscale community. On the most recent statewide reading tests they only have 10 students reading below level. The Principal loves to talk and I spent over an hour on my last visit. You have a confirmed appointment.

What are your three objectives? The previous Rep did not think there was any real potential to grow the business but the Principals wife is also a Principal in another school district and you have not been able to get an appointment to see her. What would you do?

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