Sales & Marketing Management

Summary

In Qualifying and Serving Customer Needs, we have discussed ways of

using good questioning techniques during a sales call or sales

interaction with a customer or prospect.

You have seen how to apply good questioning techniques to qualify

customers and their needs.

You have seen business-to-business selling situations and suggestions on

how to handle those situations.

Not all these questions and situations will apply directly to every business.

However, you should adapt almost all the ideas presented here to any

business.

We suggest that you examine how you interact with and serve customers

now and look for ways to incorporate the ideas and procedures

presented here. (^)
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