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Hubbard,Rice and Galvin suggest that a model for change needs to consider four variables:
Proposal Document
A written offer from a seller to a prospective buyer, detailing the terms and conditions of a potential sale.
Testimonials
Statements from satisfied customers or users, endorsing the value or quality of a product or service.
Memorized Sales Presentation
A prewritten script used by salespeople to pitch a product or service consistently across different presentations.
Discussion Sequence
The ordered flow of topics or questions designed to guide a conversation or negotiation toward a desired outcome.
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