2020_BEC_FlipBooks

F20_Castleberry_Selling11eFlipbook_11-6-20

Issue link: https://www.mheducation.com/highered/ideas/i/1308940

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c h a p t e r 5 ADAPTIVE SELLING FOR RELATIONSHIP BUILDING SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE jlllam/123RF • What is adaptive selling? • Why is it important for salespeople to practice adaptive selling? • What kind of knowledge do salespeople need to practice adaptive selling? • How can salespeople acquire this knowledge? • How can salespeople adapt their sales strategies, presentations, and social styles to various situations?

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