Question: Case Study # 5 : Mid - East Metals, Ch . 8 , p . 1 9 0 . 1 . Kitchel told Parker that

Case Study #5:Mid-East Metals, Ch.8, p.190.
1. Kitchel told Parker that he needed a couple of weeks to think about his proposal. How should Parker handle this?
2. What should Parker have done during the sales presentation when Kitchel told him that he needed to think it over?
3. What sales techniques should Parker have used to overcome the forestalling tactic?

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