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

or 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 Principal's 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? Your sales manager asked you to identify call objectives for your upcoming sales calls in Pima County. She wants you to focus on prospects identified on the CRM report and written information left by the previous sales representative. For each prospect you need to determine your primary objective, your minimum objective, and an optimistic objective and respond to any issues that might be mentioned by the previous sales representative

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