Question
1-What are the five steps in the buying process? How could a salesperson assist the buyer in each of these steps? 2-Salespeople often ask themselves,
1-What are the five steps in the buying process? How could a salesperson assist the buyer in each of these steps?
2-Salespeople often ask themselves, "How can I convince a person to choose my product?" What are the five elements that need to be present in order for a customer to purchase a solution?
3- What are the elements of a FAB and SELL Sequence? Why are they valuable?
4- What is the value of a trial close?
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Marketing management
Authors: Philip Kotler, Kevin Lane Keller
14th Edition
9780273753360, 132102927, 273753363, 978-0132102926
