After read the book (the accidental salesperson, Chris Lytle) , Part 1 ( chapter 1,2,3) and answer question.1. List out what a level 2, 3, and 4 purposeful salesperson (or any job that is customer-facing) means in your career( dental sales ) In other words, take Lytle's Figure 2-1 chart and personalize it.2. Provide 3-5 tactics you could do to "move up the chart" from level 1 to level 2 or higher.Use attached level chart in below

SALES MANAGER Level of Trust Goal/Call Objective Approach and Involvement Concern or Self- Esteem Issue Pre-Meetlng Preparation Presentation Point of Contact The Chart Relationship Analyzer Level 1: Account Executive Neutral or distrustful To open doors; to \"see what's going on" Minimal or non-existent Being liked Memorize a canned pitch or "wing it" Product literature, spec sheets. rate sheets Buyer or purchasing agent Level 2: Salesperson or Problem Solver Some credibility To persuade and make a sale orto advance prospect through the process Well-planned, work to get prospect to buy into the process Being of service; solving a problem Set call objectives; pre-script questions; articulate Purpose, Process, Payoff Product solution for problem they uncover during needs analysis End users as well as buyer or purchasing agent Level 3: Professional Salesperson Credible to highly credible; based on salesperson's history Customer creation and retention; to "find the fit"; to upgrade the client and gain more information True source ofindustry information and "business intelligence" Being a resou rce Research trade magazines, Internet; analyze client's competition Systems solutions Buyers, end users, and an "internal coach" or advocate within client's company Level 4: Sales and Marketing Professional Complete trust based on established relationships and past performance To continue upgrading and increase share of business Less formal and more comfortable because oftrust and history Being an "outside insider" Thorough preparation sometimes with proprietary information unavailable to other reps Return on investment proof and profit improvement strategies "Networked" through the company; may be doing business in multiple divisions