17 Jul 1. How might salespeople us their knowledge of the multia
1. How might salespeople us their knowledge of the multiattribute evaluation model to plan and deliver their sales presentations to a buyer? 2. Discuss and give examples of an open-ended question and a closed-end question and describe how each of these question formats might best be used in the trust-based selling process. In your follow up replies, discuss which situations work best for both types of questions 3. You have been hired as a consultant by a new company to develop a strategic prospecting strategy. The company brews and bottles a specialty tea beverage. The tea is rich in vitamins, anti-aging nutrients, and natural anti-carcinogens. The tea is expensive to brew and has suggested retail price of $3.00 per 16 oz. bottle. The company is located in your town. It can produce 5,000 bottles per day and does not sell the tea directly to consumers.Answer the following:1- How leads will be generated?2- How will leads be qualified?3- How sales prospects will be prioritized?4- How information to prepare for sales dialogue will be obtained?5- How the strategic prospecting strategy will be tracked and evaluated?
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