Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 9

In Dave Brock's essay, "Building Partnerships 16.1," he describes a very poor sales effort. What was the problem? What should the rep have done? Who has the responsibility for creating the materials you use as a salesperson? If you are in a company with poor support materials, what should you do?
(In Reference Building Partnerships 16.1)