Application Exercises
6-10 Secure a copy of a customer-oriented product sales brochure or news release that has been prepared by a marketer. Many salespeople receive such selling tools. Study this information carefully; then develop a feature–benefit analysis sheet.
6-11 Today, many companies are automating their product-configuration and proposal-writing activities. Go to the Internet and find these providers of the following software: www.bigmachines.com/salesforce.php and www.results-online.com. Click on each company’s demonstration software and study the design of each product.
6-12 Select a product you are familiar with and know a great deal about. (This may be an item you have shopped for and purchased, such as a compact disc player, laptop ...
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