Sales pro made a bold move during presentation, but was it a miscalculation?

April 2008
Sales Insider;4/23/2008, Vol. 2 Issue 37, p1
The article focuses on the case of a sales executive facing some difficulties in selling her proposal to purchasing executives from a technology company. The sales executive sketched an outline of the elements of her proposal on a dry-erase board while explaining them, while the purchasing executives made some suggestions. The contributions of the latter to the process helped the sales executive make the sale.


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