MARK 3337 Study Guide - Final Guide: Customer Retention, Negotiation, Gift Basket
9 Oct 2017
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Establish rapport and begin building a relationship with the customer: 2. Obtain permission to ask need identification questions: 3. Obtain personal and business information to establish the customers file: team selling, 1. Team selling suited to organizations that sell complex or customized products: 2. Sales teams often uncover problems and solutions that individuals may not: 3. Team sales require more detailed pre-call plan: 4. Chapter 11: creating the consultative sales presentation: mad men video lucky strike presentation what did it demonstrate, peter idea bad idea: cigarettes is the same as a car. The world is dangerous, cigs are dangerous, you still have to get where you going : you gonna die so die with us, don draper idea good: xyz competition tobacco is poisonous but lucky strikes is. Wa s diffe re nt from a ctua ry ma jor-s he wa s a ma rke ting ma jor.
