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Chp 8 Planning Sales Call ppt
1.
8- McGraw-Hill/Irwin Copyright
© 2009 by The McGraw-Hill Companies, Inc. All rights reserved.
2.
Planning the Sales
Call Is a Must! Chapter 8 Chapter 8
3.
Chapter 8 8-
4.
5.
6.
7.
Exhibit 8.1: Only
Through Truth Can Trust Be Supported to Bridge the Gap between People 8- 8-
8.
Exhibit 8.2: The
Preapproach Involves Planning the Sales Presentation
9.
10.
11.
Exhibit 8.5: Steps
in the Preapproach: Planning the Sale Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation
12.
13.
14.
15.
Exhibit 8.6: Information
Used in a Profile and for Planning
16.
17.
Exhibit 8.7: Examples
of Topics Contained in the Marketing Plan Segment of Your Sales Presentation
18.
Exhibit 8.8: Examples
of Topics Contained in the Business Proposition Segment of Your Sales Presentation
19.
20.
Exhibit 8.9: Major
Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation
21.
22.
23.
24.
Exhibit 8.10: The
Prospect’s Five Mental Steps in Buying
25.
26.
27.
28.
29.
30.
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