Complete,and submit answers to Chapter 10 Review Q’s # 10.1, 10.2, 10.5, 10.6, 10.7
10-1What is the purpose of the preapproach? What are the two prescriptions included
10-2Explain the role of objectives in developing the presale presentation plan.
10-5Describe the major steps in the presentation plan. Briefly discuss the role of
adaptiveselling in implementing the presentation plan.
10-7Briefly describe the four guidelines that can help you make a good socialcontact.
Complete,and submit answers to Chapter 11 Review Q’s # 11.1, 11.3, 11.4,
11-1List and describe the four parts of the Consultative Sales Process Guide.
11-3List and describe the four types of questions commonly used in the sellingfield.
11-4Define the term “buying conditions.” What are some common buying conditions?
11-5Discuss the three dimensions of need discovery.
11-6Describe the three dimensions of selecting a product solution.