12 Creating Value with the Consultative Presentation
Source: Michael Ahearne
Learning Objectives
When you finish reading this chapter, you should be able to
12.1 List and describe three types of need-satisfaction presentation strategies
12.2 Present guidelines for creating consultative presentations that add value
12.3 Describe the elements of a persuasive presentation strategy
12.4 Describe elements of an effective group presentation
12.5 Develop selling tools that add value to your sales demonstrations
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