Question: While the social media property LinkedIn can be extremely helpful for prospecting, salespeople should think twice before contacting prospective customers on Linkedin because: O social

While the social media property LinkedIn can be extremely helpful for prospecting, salespeople should think twice before contacting prospective customers on Linkedin because: O social media use is very common among industrial buyers O it is easy to research prospective customers on LinkedIn Linkedin contact info is often out of date business people use LinkedIn to build a business network, not to be solicited(sold to) O LinkedIn is a great source of referrals The recommended business handshake includes the following EXCEPT: Eye contact A smile O Firm grip 2-3 shakes of the hand before release Palm facing down During your sales presentation, the prospect starts to ask about possible delivery options and timing. This could be: An indication that you have not covered all the material A signal that they are ready to buy Annoying, because you already mentioned it at the beginning O Alesson for you to add this information to your next presentation

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