Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 5

Review the story told in "From the Buyer's Perspective 1.1". Assume you are a new salesperson for the company that originally sold most everything to Sammy's Pizza. You were not around when someone lost the Perralla family trust, and you would really like to get them back as an account. What would you do to try and regain that trust