Like any effective salesperson, frazer walks into a customer's office, shakes hands, looks the customer in the eye, and smiles. after exchanging pleasantries, frazer will try to create interest in his company's product, and establish:

a) how is the customer feeling(mood)
b) how long he or she has to make their presentation
c) which of the alternative products to demonstrate
d) whether to quote a full price or discount price
e) where the customer is in their buying process