CHAPTER 6 CONTINUING CASE Planning Sales Dialogues and Presentations Custom Product, Custom Presentation During the past three months. Brenda has improved her prospecting process. She is identifying more prospects that represent better sales opportunities Brenda knows that portato plan her sales calls in advance to maximize the time she spends in face to face selling in this sering environment, most customers are not interested in the features of Ronda's products Brenda has to determine what is mportant to each customer and custom her presentations accordingly Further she lies to cely communicate the best of the producho overwhelm potential buyers with too much technical language Assume that Brenda has an appointment with EFP, a nonprofit organization that res money to promote environmentalyady practices such as recycling The organization uses e-mal Web-based communications, and direct mail campaigns to each potental donors EFP currently uses an oder son annogue copier Brenda hopes to sell EFP a modern digital copier that offers several advantages over the analogue copier currently in use Questions 1. Using an Internet search engin uch as Google find the benefits of tal copies over og eins. You must be of digital catches provides, such as Rico, Canec, or Xerox to find these benefits Lists to che potential benefits of a digital coperto EFP 2. From the listing descloped in question select four benefits. For each bewiesence or two that Brenda migliore to commence these bei during her call 3. For the four benefits identified in questo 2. describe for information Brenda should have on hand when she makes the call on the EEP by Alden bow this behest communicated that is what supporterials will end need to enhance herbal como 4. Assume that the buyer acknowledge interest in last two of benefits identified in question 2 Writeralistic buyselier dislope of Beds with the buyerchiebe 324