oa SA Pharmaceutical Journal - The science of selling (part 1) : the customer : management
This article is the first in a short series of articles on the sales process and selling techniques. It will start with the customer (or the ''prospect'' as it is called in business terminology). Other articles will focus on various topics including how to handle objections when making a sale and how to close a sale (or how to know if, and exactly when, the customer is ready to buy).
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