10-1: What is the purpose of the preapproach? What are the two presentations inc

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 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

Explanation / Answer

Adaptive selling includes a need-satisfaction sales presentation that involves adjusting the presentation to fit the selling situation.

7. Good social contact is made by following ethical guidelines, showing empathy, promotion through social media etc.

8. Before leaving a message in a voicemail following guidelines should be followed:

Before leaving a message in e-mail following guidelines should be followed:

9. Methods used by a salesperson to covert a prospective into a potential customer:

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