Question: 1. Do all sales calls include a sales presentation? How is a sales presentation different or the same as the sales dialogue? 2. Written sales

1. Do all sales calls include a sales presentation? How is a sales presentation different or the same as the sales dialogue?

2. Written sales proposals are often provided in response to a buyers request for an RFP. Define RFP and discuss some of the challenges of this type of proposal (even though they are becoming common practice in many industries).

3. Describe ways that a salesperson can be prepared for a sales call.

4. What is a customer value proposition? What are some characteristics of an effective CVP?

5. Canned sales presentations are sometimes frowned upon, especially when associated with manipulative selling tactics of the past. How can canned presentations be used effectively today?

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