In terms of the 10-step productive retail sales call developed by SmithKline Beecham Products,the presentation step includes answering questions and handling objections.

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SmithKline Beecham Products, a consumer goods manufacturer, has developed a sequence, or formula, for its salespeople to follow. The company refers to it as the 10-step productive retail sales call. Answering questions and handling objections are part of the close step not the presentation step.

In Terms of the 10-Step Productive Retail Sales Call Developed