Overcoming buying concerns is the first step in the personal selling process.
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Q12: The problem-solution model of selling is based
Q13: Precall planning should be used to help
Q14: It is true that the first few
Q15: An example of a need-satisfaction type of
Q16: Compared to less successful salespeople, very successful
Q18: The most difficult sales approach occurs when
Q19: Demonstrating competence at your job is one
Q20: "Benefitizing" in a sales presentation refers to
Q21: The salesperson should learn to follow up
Q22: The primary objective of a sales presentation
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