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62. A _____ would answer questions such as "What is the buyer's background?" and "What are the company's purchasing policies?" A. sales call objectiveB. company's marketing planC. competitive portfolioxD. customer profileE. business proposition8-10
Chapter 08 - Planning the Sales Call Is a Must63. What is the primary purpose of developing a customer profile sheet?64. The salesperson’s _____ contains the central information provided in the sales presentation. 65. What is the first step in developing a customer benefit plan?8-11
Chapter 08 - Planning the Sales Call Is a Must66. What is the second step in developing a customer benefit plan?A. Identifying benefits xB. Creating a marketing planC. Establishing a sales call objectiveD. Developing a business proposition E. Customizing a purchase order plan67. Which component of a customer benefit plan most likely includes price, percent markup, and ROI?68. The first three steps involved in developing the customer benefit plan, in their correct order, are: 69. A marketing plan for a retailer should most likely include how to: