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| Topic: |
Business
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| Number of pages / Number of words: |
2 / 530 |
Essay's paper body
176). It is important for Mary not to introduce the benefit approach until the specific needs of the prospect have been determined (Ingram, p. 177).
As it stands, Mary's current approach looks to be relatively successful based upon the information in the case. However, it does seem to lack flexibility which could possibly be costing her potential sales...
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By not understanding and using the different approaches outlined where appropriate, Mary could possibly be missing opportunities to take her sales to another level.
In summary, if Mary begins to supplement her current introduction style by incorporating additional approaches when initiating contact with prospective buyers, she could increase the likelihood of a successful call...
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