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In the process of selling, there are several steps the salesperson must take before he or she closes. The first step, of course, is qualifying through effective communication. Rob Lindey, Sales Manager for Shield Corp., has identi?ed new-prospect leads by mailing information to businesses in the area, with a mail-back card and an email address enclosed, for those interested in learning more about the programs Shield offers. To Rob's surprise, 79 requests for more information were received within the ten days following the mailing.
Identify a product that you think you have paid either too little for or too much for. Identify the pricing strategy you think the company is trying to implement (based on the assigned reading) and evaluate the effectiveness of the strategy
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