Roni Harris, a College Student in the Business Department of Her

Multiple Choice

Roni Harris, a college student in the business department of her local university, originally planned to major in accounting. However, she discovered an interest in product marketing and sales and is taking courses in these areas.

-Roni discovers that she and a prospect belonged to the same sorority at different colleges in different decades. Should Roni mention this to the prospect?

A) No. Roni should not attempt to use this commonality to gain an unfair advantage in selling.
B) No. The prospect will unlikely be interested in any commonalities she shares with Roni.
C) Yes. Roni should ask the prospect detailed questions about what sorority life was like 10 years earlier in an attempt to understand the older generation.
D) Yes. Roni should mention the commonality as a way to establish initial rapport with the prospect.
E) Yes. Roni should use the commonality to become friends with the prospect and see each other socially so the prospect will definitely buy from Roni.