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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Carefully Select Which Sales Presentation Method to Use

Chapter Objectives

To know the best way to begin the sales presentation, first determine the type of sales presentation to use for each prospect or customer. After studying this chapter, you should be able to:

State why you first select a sales presentation method and then select the approach.

Describe the different sales presentation methods, know their differences, and know the appropriate situation for using a particular method.

Better understand how to give a presentation to a group of prospects.

Understand why negotiation can be an important part of the presentation.





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