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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Planning the Sales Call Is a Must!

Chapter Objectives

Planning the sales call is the second step in the selling process. It is extremely important to spend time planning all the aspects of your sales presentation. After studying this chapter, you should be able to:

Explain the importance of sales call planning.

List the four planning steps in order and understand them.

Develop a customer benefit plan.

Describe the prospect's five mental steps in buying.





McGraw-Hill/Irwin




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