Salesman Series “Pre-approach”

Duration:

Year Published: 1952

Complete Record: Animated instruction film for salesmen. The Pre-approach is one of five steps in the sales plan: Pre-approach, Approach, Demonstration, Meeting Objectives, and Close. The activity is likened to football and boxing as game strategy. The example uses a factory and shows how the salesman must learn the hierarchy of that factory’s industry to understand the problems and chain of command. Planning involves cost analysis, determining who has the authority, and doing the research on the needs of the client. Pre-approach efforts are in a direct ratio with ultimate financial rewards.

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