Joe whirls around when he hears the clicking of heels on the polished tile floor. Ms. Opportern is of medium build with a professional blue pinstriped suit on. She warmly extends her hand and introduces herself. "Hi, I am Kelsey Opportern. I'm glad you could make it."

Joe enthusiastically shakes Kelsey's hand and responds, "Thanks for seeing me, Kelsey. You seem to have a nice place here."
"Thank you. I hope it was no trouble getting here?" she inquires.
"No, not at all. I actually live only a couple of miles from here.

Do you know where Brier Homes are?" Joe continues to talk about his house and neighborhood until they reach the conference room. Kelsey seems very personable and Joe thinks he's established a rapport with her.

My name is Joe and I am your Acme sales executive. Acme is an office equipment company that focuses on integrating the best copiers from our partners, to give you the solutions that you need. We compete very aggressively with the industry leaders." A short time later his inquisition begins, "What type of equipment do you use today? Is it on lease or do you prefer to buy it outright? Do you have any special requirements like - going digital? In my professional opinion," grouses Joe, "you'd be stupid NOT to go digital."