selling, chapters 4,5,and6

Project Description:

the project is about three questions that related to chapters 4,5, and 6. i need responses and thoughts.
the questions:
1. what are the psychological factors that may influence the prospects buying decision?
2. describe each step in the buyers - salesperson communication process
3. when should a sales person mention a discount during a presenation ? (upfront, middel, end) why?

the responses and thoughts should be logical and thoughtful. the responses should not be copy exact words from the book or from any other resources. the writer can paraphrase when it is required. some terms should be as it is in the books.

the book:
http://www.taskmarket.com/sites/default/files/q4/11/10/fundamentals_of_selling_customers_for_life.pdf
Skills Required:
Project Stats:

Price Type: Negotiable

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