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Unformatted text preview: BMKT 3335 Reading Reaction Chapter 3 The eight steps of the sales process which are prospecting, which involve identifying and qualifying leads; preapproach, where all of the information-gathering activities are performed by the salespeople in order to learn about their prospective customers; the approach, where the salesperson meets the buyer, and gains the buyers agreement to move forward; need assessment, which is where the salesperson discovers the buyers needs; presentation, where the salesperson convinces the customer that their companys products and services will satisfy the customers needs; meeting objections, where the buyers objections are met by the salesperson; gaining commitment, where the salesperson asks the buyer to commit to some action that will move the buyer closer to the sale; and the follow-up, where the salesperson follows up with the customer in order to effectively build their relationship. to the sale; and the follow-up, where the salesperson follows up with the customer in order to effectively build their relationship....
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This note was uploaded on 09/06/2011 for the course ECON 2312 taught by Professor Dan during the Spring '11 term at The University of Texas at San Antonio- San Antonio.
- Spring '11