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Case Study Analysis: A Precall approach Worked! (10 Marks] MAKING THE SALE A Precall Approach Worked! At a Toastmasters meeting, Phil Proctor of Associated Printing in Ft. Lauderdale, Florida, was approached by another club member about a printing job for her direct- mail company. As VP of sales and marketing. he was interested in the sample she showed him. "Is it something you can handle?" she asked. When she told Phil that her company produced 30 million direct-mail pieces per month at a total printing cost of more than $1 million each month," he said, "Of course." However, he still had to convince the Chief Operating Officer (COO) of her company that they were the best choice for the job. To create meeting interest, he routinely uses a corny but effective prop: a simple bag of bread with a note that reads, "Our clients say we're the greatest thing since. ..sliced bread." It's a little out of the box, but it works as an immediate door opener. This time, with so much at stake, he decided to do a little extra research. With a quick call to his secretary, he learned that the COO was Jewish. Instead of sending normal bakery bread, Phil sent a fresh loaf of Challah bread. The results were incredible. The COO's secretary called him soon after his package arrived with an invitation to come to the office that afternoon. The coo was absolutely ecstatic. He thought it was the boldest, most creative introduction he'd ever seen. Even though he was about to commit to another company, he changed his mind at the last minute and insisted on splitting all the work between the two companies. With the good recommendation from his fellow club member, and the initiative he showed in the sales process, Phil closed the sale before he even made the call. Questions: Case Study Analysis: A Precall approach Worked! Please read the Case Study and answer following Questions Questions: Case Study Analysis: A Precall approach Worked! Please read the Case Study and answer following Questions 1. Summarize conversation of Phil Proctor and his client, a VP of Sales and Marketing, at a Toastmasters meeting. 2. Explain why the VP asked Phil the question of "Is it something you can handle?". 3. What does Phil routinely use to create meeting interest? What is the prophe suggests to the VP of sales? 4. Explain what Phil meant by his statement "It's a little out of the box, but it works as an immediate door opener". 5. Explain the Precall planning that Phil did in handling this client? 6. How did Phil approach the COO and what was the response? 7. What if Phil did not approach the COO the way he did, what is your opinion about the probable outcome of the sales call