10-1 What is the purpose of the preapproach? What are the two prescriptions included in the preapproach?

10-2 Explain the role of objectives in developing the presale presentation plan.

10-3 Why should salespeople establish multiple-objective sales presentations? List four possible objectives that would be appropriate for stage one and stage two of the buying process.

10-4 Compare and contrast team sales presentations and individual sales calls.

10-5 Describe the major steps in the presentation plan. Briefly discuss the role of adaptive selling in implementing the presentation plan.

10-6 What are the major objectives of the approach?

10-7 Briefly describe the four guidelines that can help you make a good social contact.

10-8 What are some rules to follow when leaving a message on voice mail? On e-mail?

10-9 What methods can the salesperson use to convert the prospect’s attention to the sales presentation?