Question
10-1: What is the purpose of the preapproach? What are the two presentations included in the preapproach? 10-2: Explain the role of objectives in developing
10-1: What is the purpose of the preapproach? What are the two presentations included in the preapproach?
10-2: Explain the role of objectives in developing the presale plan.
10-3: Why should salespeople establish multiple-objective sales presentations? List four possible objectives that would be appropriate for stage one and stage two of the buying process.
10-4: Compare and contrast team sales presentation and individual sales calls.
10-5: Describe the major steps in the presentation plan. Briefly discuss the role of adaptive selling in implementing the presentation plan.
10-6: What are the major objectives of the approach?
10-7: Briefly describe the four guidelines that can help you make a good social contact.
10-8: What are some rules to follow when leaving a message on voicemail? On e-mail?
10-9: What methods can the salesperson use to convert the prospect
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