Chapter 5: Selling Process: Pre-Approach and Approach
Chapter Outline
5.0 Learning Outcomes
5.1 Setting Objectives: Getting SMART about Sales Calls
5.2 Approach – The First Impression
5.3 Dress the Part
5.4 How to Start Off on the Right Foot
5.5 Choosing the Best Approach for the Situation
5.6 Gatekeepers
5.7 Key Takeaways & Terms
5.8 Test your Knowledge
5.9 Exercises
5.10 Chapter References
