Randall Consumer Electronics Case Background Randall Consumer Electronics (RCE) specializes in manufacturing home appliances. RCE is a new company trying to break into the market. They have had trouble breaking into the larger accounts (Lowes, Sears, Home Depot). As an account development specialist for RCE, you are making an initial sales call to Mary Miller, director of purchasing for Lowes. The purpose of the initial call is to assess Lowes current needs and to determine why Lowes has not opted to carry RCE at this time. According to the initial information you gained from a short conversation with Miller, she appears to have erroneous information that RCE regularly misses delivery deadlines and RCE quality is average at best. At first Miller was hesitant in keeping her appointment with you. She has decided to keep your appointment but the tone of her voice has you concerned. You are also unsure of where she heard the erroneous information. During your conversation with Miller, she alluded to the fact that one of your competitors passed on this information to her. Role Play Activity Location: Mary Miller's Office Action: Role play the questions you will ask of her concerns. Then role play how you will begin to earn Miller's trust. You should be prepared to use the trust builders