2.Fielding a large salesforce is an expensive proposition. In terms of the 4 key roles fulfilled by salespeople, how do companies make this investment pay off?
3.What is customer value?
4.Review the five approaches to personal selling in Figure 2.2. Which of the five approaches require strong listening and questioning skills?
5.How can salespeople earn the trust of their customers?
7.What is adaptive selling?
Can a salesperson practice consultative selling without practicing adaptive selling?
8.How does consultative selling differ from problem solving selling?
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