When obtaining information such as personal attitudes, relationships and evaluation of products you as a sales person are seeing the prospect/customer as an ______

The one thing you want to avoid when gathering information

The most important step in planning the sales call

The three aspects of making an appointment

Not planning a sales call result in wasted time and an annoyed customer, but planning a sales call, you will be able to win the buyer's _________.

Online databases that include many sources of information in one place

The type of objective whic is the actual goal they hope to achieve before each sales call

The best time frames to make most sales calls?

When asking questions about a prospects organization, it helps understand the _________

This is when you send customer important and useful informatioin

Discussing how your product will solve the customer's "business issue" is also known as..

This group of people are typically the ones in the company that make the decisions, commonly known as the Focus of _______