1. Contrast and compare the terms Transactional and Relationship Selling
2. Describe 3 reasons why visual aids can be effective in a sales presentation .
3. Describe 5 characteristics of successful salespeople
4. Describe 3 types of objections from buyers
5. You are selling an assembly component that is made of hardened stainless steel. Describe the benefits of your customer using this product. (5)
6. Describe in general Maslow’s Hierarchy of Needs
7. Describe the goal and sources of Sales Prospecting
8. Describe three (3) ways to gain the prospect’s attention and arouse interest during a sales presentation
9. Describe the steps in the process of preparing for a Product Demonstration
10. Describe three types of typical Buyer Concerns
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