Approach techniques can be grouped into general categories

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Approach techniques can be grouped into three general categories. These three categories are:

Participative, standard and benefit
Compliment, referral and participative
Probe, parry and thrust
Statement, demonstration and question
Question, compliment and benefit

Which of the following is one of the elements of the salesperson's presentation mix?

Proof
Conviction
Trial close
Knowledge
Questions

The use of another person's name in the _____ approach is effective if the prospect respects that person

Curiosity
Question
Referral
Demonstration
Introductory

The second essential step of a sales presentation is the:

FAB step
SELL sequence
Business proposition
Marketing plan
Trial close

Reference no: EM1389379

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