2. Using the ADAPT questioning method discussed in this chapter, develop 57 questions for the first two
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2. Using the ADAPT questioning method discussed in this chapter, develop 5–7 questions for the first two stages—A (assess the buyer’s situation)
and D (discover the buyer’s needs)—that could be directed to MaryAnn Eden and Bob Porter. Note that there may be some questions that would be appropriate for both Eden and Porter, but some unique questions for Eden and Porter would definitely be appropriate.
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Related Book For 
Sales Management Analysis And Decision Making
ISBN: 9780367252731,9781000651942
10th Edition
Authors: Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker Jr., Michael R. Williams
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