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Case 6.2: The Overhead Door Company
Essay specific features
Written by:
Charles S
Date added:
October 26, 2016
Level:
University
Grade:
A
No of pages / words:
2 / 530
Was viewed:
1289 times
Rating of current essay:
Essay content:
After the introduction, Mary could either implement the Question, Referral or Compliment approach.
The Question approach helps the prospect to get involved by asking an appropriate question. This approach can be successful in uncovering a need of the prospect's, for which Mary's product may provide a solution (Ingram et al, p...
displayed 300 characters
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177). For example, Mary could ask the prospect about their satisfaction in their current garage roller door, to which the prospect could possibly reply with their objections with their current roller door. Eg "sometimes the door get stuck when it is rolling down-it can be temperamental at times, which is frustrating...
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