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The sales process involves seven steps that hopefully end with a successful sale. These seven steps are: 1) prospecting and qualifying; 2) approach; 3) presentation; 4) demonstration; 5) handling objections; 6) closing; 7) follow-up (CONTEMPORARY MARKETING, 10th Edition, Boone & Kurtz, Harcourt, P. 542.) Most sales staff recognizes these steps as the sales process and tries to use these steps as the frameworks for a successful sale. A few months ago I was on a desperate search for a new winter jacket. I knew I wanted a sporty outdoor-like jacket with layers or the ability to zip other items like a liner in and out of it.
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