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Dissect This Document

To reinforce your learning, once again fill out the meaning of each initial in the S.A.L.E.S. model below. Then read the proposal that follows, which demonstrates the technique in a longer, more complex fashion than the earlier e-mail exercise. Circle the word where the writer starts each part of the five-part selling process and label it with the appropriate letter of the S.A.L.E.S. model.

  S_________________________________________________________________
  For several decades... (S)
  A_________________________________________________________________
  This proposal is for... (A)
  L_________________________________________________________________
  The benefits for... (L)
  E_________________________________________________________________
  Yes, although... (E)
  S_________________________________________________________________
  We at Overlooked... (S)




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