Assume you plan a demonstration to prove some of the claims you have made for a new hybrid automobile (runs off gasoline as well as electricity).
How would the demonstration differ for each of these three individuals: a person who is very concerned about the environment, an economy-minded person, and a safety-minded person?
In “Building Partnerships 8.1” you read about a salesperson who told a doctor to use a competitor’s product. The story has a happy ending. But what if the doctor had not become one of Brendan’s best customers as a result of Brendan’s actions? If Brendan knew that was going to be the outcome, should he have suggested the doctor use his product, not the competitor’s product?
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