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nailat nailat
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7 years ago
Karyn's team has already uncovered the lab's needs during the consultative questioning stage of the presentation. Which of the following is most likely true?
A) The team should practice debating features and benefits before the negotiation.
B) The team should continue to gather as much information on the lab and the lab's buying team as possible before the negotiation.
C) The team has already missed their best window of opportunity for negotiations.
D) The team should be more aggressive about offering discounts to achieve a fast close.
E) The team is more prepared than they need to be for the negotiation process.
Textbook 
Selling Today: Creating Customer Value

Selling Today: Creating Customer Value


Edition: 13th
Authors:
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NicroNicro
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7 years ago
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nailat Author
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#2
7 years ago
Makes a lot of sense now, appreciate it
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