A company's sales force program should follow directly from top management's business strategy decisions.

Which of the following specifies exactly what information marketers will collect and what type of study they will do?

A) the research objective B) the environmental context C) the sampling method D) the data collection method E) the research design

During the close, attention should be focused on:

A) a more detailed analysis of customer objections B) the information gathered in the pre-approach stage C) the single benefit that generates the most excitement D) the ceremonial and visual aspects of the sales presentation E) the features the product has that set it apart from the competition