Role-Play Exercise
This is a two-part role-play exercise. Part one involves preparation for a sales call on a new prospect whom you have not met previously. The primary objective of this meeting is to get acquainted with the prospect and begin the process of building a long-term relationship. You anticipate that this prospect will become a very good customer. Review the text material on thought processes that will enhance your relationship strategy, nonverbal strategies that add value to your relationships, and conversational strategies that enhance relationships. Prepare a written outline of what you plan to say and do during the first 5 to ...
Get Selling Today: Partnering to Create Value, 14/e now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
