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In the process of selling, there are several steps the salesperson must take before he or she closes. The first step, of course, is qualifying through effective communication. Rob Lindey, Sales Manager for Shield Corp., has identi?ed new-prospect leads by mailing information to businesses in the area, with a mail-back card and an email address enclosed, for those interested in learning more about the programs Shield offers. To Rob's surprise, 79 requests for more information were received within the ten days following the mailing.
The lower court granted summary judgment in favor of the Medical Center. Why do you think this award was upheld on appeal?
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