Question: Responses specifically state that the presentation strategy combines or involves elements of the relationship, product, and customer strategies. The answer clearly explains that each of

Responses specifically state that the presentation strategy combines or involves elements of the relationship, product, and customer strategies. The answer clearly explains that each of the other three strategies must be developed before a salesperson can create an effective presentation strategy. The discussion identifies the presentation strategy as a wellconceived plan that includes three prescriptions: 1. Establishing objectives for the sales presentation, 2. Developing the presale presentation plan needed to meet these objectives, and 3. Renewing ones commitment to providing outstanding customer service. Each prescription is briefly and clearly discussed.

What does the development of the presentation strategy involve and what are its components?

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