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Unformatted text preview: The importance of Question design (open and closed) Impact on rest of the sales presentation Features vs. benefits Characteristics of a strong sales presentation Methods for overcoming objections What should be done after EVERY objection? Obtaining commitment When/what to look for to gage buyers readiness How Closing methods What is said when using each one What social styles each may be appropriate for Which are most/least effective What to do after a sale What to do after no sale...
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This note was uploaded on 09/09/2011 for the course MAR 3391 taught by Professor Garcia,s during the Fall '08 term at University of Central Florida.
- Fall '08