10-3 Why should salespeople establish multiple-objective sales presentations? List four pos- sible objectives that would be appropriate for stage one and stage two of the buying process. 10-4 What important strategies should be implemented while selling to a buying committee? 10-5 Describe the major steps in the presentation plan. Briefly discuss the role of adaptive sell- ing in implementing the presentation plan. 10-6 What are the major objectives of the approach? 10-7 What is the difference between telesales and telemarketing? 10-8 What is elevator speech? How does it help in drawing the customer's attention? 10-9 What is sales call reluctance? Identify its causes