Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 9

After a two-hour drive to see an important new prospect you stop at a local coffee shop for a bite to eat. As you look over your presentation charts, you spill coffee on half a dozen of them. You don't have substitute presentation charts with you. What should you do
A) Phone the prospect and say that you'd like to make another appointment. Say that something came up.
B) Keep the appointment. At the start of your presentation, tell the prospect about the coffee spill and apologize for it.
C) Go ahead with your presentation, but don't make excuses. The coffee stains are barely noticeable if you're not on the lookout for them.