In the context of planning sales dialogues and presentations, ...

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In the context of planning sales dialogues and presentations, which of the following statements is true?
 A) It is essential to uncover the emotional buying needs of a buyer before planning sales dialogues and presentations.
  B) It is essential to understand the competitive situation while planning sales dialogues and presentations.
  C) It is essential to plan sales dialogues and presentations before questioning a buyer using the ADAPT questioning system.
  D) It is essential to plan the sales dialogue and presentation in a manner that takes up most of the buyer's time.
  E) It is essential to plan the sales dialogue and presentation in a manner that ensures the salesperson gets to speak most of the time.

Question 2

The strategy map, when coupled with the measures and targets from the balanced scorecard, provides a valuable framework for the strategist.
 
 Indicate whether the statement is true or false

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Answer to Question 1

B

Answer to Question 2

True