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Establishing objectives for the sales presentation, preparing the presale presenation plan needed to meet those objectives, and renewing ones commitment to prociding outstanding customer service
activites that precede the actual sales call and set the stage for a personalized sales approach, tailored to the specific needs of the prospect. this involves the planning necessary for the actual meeting with a prospect
the first contact with the prospect. ojectives: build rapport with the prospect, capture full attention, and generate interest in the product you are selling
six step presenation plan
preperation involving the those activities that will take place during the sales presentation
focuses on the benefit of working with the salesperson and is used to open the door and establish credibility to meet a need
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