Chapter 5-review questions
5-1. What is the meaning of the term communication style?
The patterns of behavior we display that others observe.
5-2. Describe the five major principles that support communication
1) Individual differences exist
Chapter 10 - review questions
10-1. What is the purpose of the pre-approach? What are the two prescriptions
included in the pre-approach?
The pre-approach is meant to be a key step in preparing for each sales presentation.
The two prescriptions included a
Chapter 8-review questions
1) According to the strategic/consultative model, what are the three
prescriptions for the development of a successful customer strategy?
Understanding the buying process
Developing the prospect base
Understanding the buyer b