An example of a need-satisfaction type of selling process is when EDS studies a client's business operation for six months before recommending an information system solution.
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Q10: Salespeople are well advised to keep e-mail
Q11: "What is the size of the customer's
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
Q16: Compared to less successful salespeople, very successful
Q17: Overcoming buying concerns is the first step
Q18: The most difficult sales approach occurs when
Q19: Demonstrating competence at your job is one
Q20: "Benefitizing" in a sales presentation refers to
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