Before spending valuable time and resources to implement a strategic plan, salespeople must:

Customizing and enriching presentations by using electronic multimedia is expensive and time taking.

Hameed, a salesperson in an electronics manufacturing company, makes a sales presentation to the owner of a small-scale company. At a particular point during the presentation, the prospect raises an objection stating that he has some concerns about the maintenance agreement. Hameed acknowledges his concern and lets him know that he will address it at the end of his presentation. In this scenario, Hameed uses the _____ method of handling sales resistance.

Global Positioning Systems (GPSes) help:

Accountants, bankers, attorneys, teachers, business owners, politicians, and government workers are often good centers of influence.

Bill is a salesperson who relies on his current customers to help him identify potential customers. In this scenario, Bill relies on _____ to generate sales leads.

Consumers who are likely to be early adopters of an innovation often rely on _____ as a primary source of information.

In the business consultant role, salespeople:

Case histories can weaken the credibility of a sales dialogue when they are:

Data collected on consumer demographics, sales and consumer service histories, and marketing preferences and consumer feedback can be easily accumulated through a _____ system and used to better understand consumers and provide personalized offerings to best serve their needs.