10 Approaching the Customer with Adaptive Selling
When you finish reading this chapter, you should be able to
10.1 Describe the three prescriptions that are included in the presentation strategy
10.2 Discuss the two-part preapproach process
10.3 Describe team presentation strategies
10.4 Explain how adaptive selling builds on four broad strategic areas of personal selling
10.5 Describe the six main parts of the presentation plan
10.6 Explain how to effectively approach the customer
10.7 Describe seven ways to convert the prospect’s attention and arouse interest
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