While Martin was waiting in his prospect's office,he noticed the prospect's degree,vacation photographs,and awards hanging on the wall behind his prospect's desk.Martin was engaging in _____ that would serve as a basis for _____.
A) benefit assessment; presentation balance
B) FAB analysis; an introduction opening
C) office scanning; small talk
D) rapport building; a trial close
E) none of the above
Correct Answer:
Verified
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