Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 1

This chapter listed a number of items of information that a salesperson should find out about a prospect/customer as an individual. Choose a person that you know (but not a best friend) and assume you are selling him or her some important product or service. See how much of the information you can supply from the list in the text.