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Freese, Secrets of Question Based Selling Naperville, IL: Sourcebooks, Inc. , 2003, 12425. When John Koss of Koss Corp. approaches prospects at case solution Consumer Electronics Show, he has his product booth, complete with visual displays and over forty headphone models, case study catch their attention. Koss takes advantage of case solution noisy, chaotic showroom floor case study showcase his noise cancellation headphones: a large banner over his booth announces, Welcome case study case solution Quiet Zone, and he invites buyers case study sit down, try case solution headphones on, and experience case solution instant silence. Susan Greco, Marketing: Selling case solution Superstores, Inc. , July, 1995, accessed May 16, 2010. Kosss strategy is an example of one typical B2B sales approach situation. In other situations, if you are selling case study smaller businesses at case solution local level, you might make your approach in person at case solution customers place of business. Why make an in person approach rather than placing a phone call?While visiting in person takes more time and effort, its more personal: it is often easier case study build rapport with your customer during a face case study face interaction. There are just a few things case study keep in mind when making an in person or telephone approach in B2B sales.
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