Please answer me as soon as possible and please don't copy and paste from chegg.

Precision manufactures and sells in-ground swimming pool heaters and pump/filtration services. Helman has been in the business for 10 years and has been known as an up and coming player in the industry where there historically were only two established competitors.

Helman pumps and heaters use a combination of patented electronic monitoring and high energy efficiency technologies to offer home owners an energy efficient solution with superior reliability and performance. Helman products are generally 20-40% premium priced versus competition, however their benefits in cost savings pay out in less than 2 years in most home owner situations.

Helman sells through pool installers, pool equipment retailers who offer installations and pool construction contractors. Currently Helman has 50% penetration nationally among distributors and contractors and has a two year goal to increase penetration to 75%. This involves acquiring 1000 new distributor contracts over 2 years and specifically, 40 in your territory 20 per year. If you are a salesman employed by Helman, PERFORM the following ROLE-PLAY with Customer 1; in other words, write a short description of the approach you would take in the pre-approach and prospecting phase with Customer 1.

ROLE PLAY: Prepare to make a pre-approach telephone call to one of three different customers take a few moments to prepare your thoughts. Remember you are taking a lead and want to convert them into a prospect. Your goal is to determine if they have the Money/Authority and Desire to buy and to get agreement to an appointment. Ideally you will also find out as much as possible about their motivations, what type of buyer they are. With customer 1, you were referred by another dealer.

CUSTOMER 1

You are the owner of Custom Pool Service which installs and services pools and pool equipment. You have been in the business for over 15 years and have a broad established clientele.

You have 10 installers who would have to be trained on any new equipment

You are a careful and cautious buyer and do not adapt new technology without serious consideration. You generally are not an early adopter but prefer the tried and true.

A colleague who is also in the pool business mentioned to you that they have had a lot of success with the Helman product and suggested that the local rep call you. You are somewhat interested but have little time to see reps before the busy season starts.