7Communicating the Sales Message

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Learning Objectives

Sales presentations are complex and require different skill sets for almost every situation. Successful salespeople know that building strong customer relationships depends in large part on their ability to do a good job presenting their products and services to customers.

In this chapter, you will learn about the building blocks of a sales presentation. The chapter will discuss how to prepare for the sales presentation and what specific information you need to get ready. It will also talk about the initial contact with the customer (the approach). Finally, the sales manager’s role in ...

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