At the annual American Power Tools Association trade show, Gordon Moffa-a buyer for a regional chain of hardware stores-stops in front of the impressive exhibit of the Hercules Power Tools Corporation. The exhibit simultaneously shows eights videotapes of different home projects (ranging from refinishing a basement to converting an attic into office space) on eight giant television monitors. in front of each television monitor are the power tools used in completing that particular project.
on duty at the exhibit is Domenic's Sollica,one of Hercules's top field sales representatives.Domenic's job to prospect for new customers at the trade show by engaging in purposeful conversation with those people who stop at the Hercules exhibit. Then, after qualifying them, he asks them to sign the register book, entering their name, position,
and company address and the Hercules products in which they're most interested. Watching Mr. Moffa out of the corner of his eye, Domenic says good-bye to two people to whom he had been talking for several minutes and walks over to Mr.Moffa.