Copier sale4 INSTRUCTOR

Copier sale4 INSTRUCTOR - Name: Instructor Sale 4-Chapter...

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Name: Instructor Sale 4--Chapter 10 To make Sale 4 first select the presentation method you will use with your buyer. Read "The Need-Satisfaction Presentation" on pages 262-263. Next, write down the name of the approach technique you will use for this presentation method. See pages 283-295. Presentation method: Need Satisfaction Approach technique: Customer Benefit Approach (Summary of Benefits) The approach allows you to quickly capture the prospect’s attention and stimulate interest in what you might say. The approach has you make a smooth transition from your opening comments into the presentation. The approach elements should be directly related to your FABs developed in SALE 1. Below, you will see the salesperson’s introduction. She asks a question about problems with the product. She already knew this from her previous conversation with the prospect. See role-play three on page 522. Label, where appropriate, the feature(s), advantage(s), or benefit(s)
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Copier sale4 INSTRUCTOR - Name: Instructor Sale 4-Chapter...

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