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