Situation # $1$: Please answer question $58-61$ using the following information: After a sales call with Haywood Industries you are feeling positive. You go over in your mind why you feel the way you do$...$ You were checking in with a prospect in your territory. During the call, Bob Howell, the Purchasing Manager, showed some interest. You had a fun conversation because you both play a lot of golf and talked about it at length. He did give you some competitive information by telling you who he currently buys from. He had heard of your company before and seemed to be impressed with it$.$ He said your product appeared to be similar to what he gests now and wanted to know your price. You asked if he would like to discuss a proposal next Wednesday at $2$:$00.$ He said it couldn$$t hurt. You thanked him for his time and wished him luck in his golf match this weekend. He laughed and said he would need luck:

$60.$ In situation #$1$: the best thing you did was to identify and build rapport with the ultimate decision$-$maker