4. Exhibit 7.1: The Selling Process Has 10 Important Steps 10. Follow-up 9. Close 8. Trial close 7. Meet objections 6. Determine objections 5. Trial close 4. Presentation 3. Approach 2. Preapproach/planning 1. Prospecting The sales process is a sequential series of actions
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17. Exhibit 7.5: The Processing System Within a Telemarketing Center
18. Exhibit 7.6: Reports From a Telemarketing Center to Other Marketing Groups Within the Firm