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Introductory Approach
The most common but least powerful approach; it does little to capture the prospect’s attention.
Complimentary Approach
An approach that opens with a compliment that is sincere and therefore effective.
Straight Rebuy Situations
Situations in business purchasing where the buyer reorders an existing product or service without modifications, often through automated systems, reflecting a routine purchasing decision.
High-Tech Business Products
Products that incorporate the latest technology or are based on high-level scientific research, aimed at the business market.
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