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While making a sales presentation to the head of a local company, Jenny discovers that the head is ...

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7 years ago

While making a sales presentation to the head of a local company, Jenny discovers that the head is ...

While making a sales presentation to the head of a local company, Jenny discovers that the head is routinely stopped and delayed at airport security because of a joint replacement that sets off alarms but doesn't show up easily in the x-ray machines. This adds another 3-4 hours to some trips, and has caused him to miss 10 flights in the previous year. This conversation is:
A) need identification
B) relationship building
C) price negotiation
D) qualifying the prospect
E) post-sales service

Textbook

Selling Today: Creating Customer Value

Edition: 13^th

Authors: Manning, Ahearne, Reece

Read 189 times

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nailat Author

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7 years ago

Thank you, this is exactly what I needed!

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Nicro

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7 years ago

glad you liked it

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