Exam 8: Carefully Select Which Sales Presentation Method to Use

The memorized sales presentation cannot be used in telephone selling.

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise's vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs winches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. Ager is making a presentation to an opera company. The company's producer is planning a show that involves the lead tenor hovering over the audience, a stunt that requires a customized winch and lift system. So far, Ager has made four trips to the set in order to take measurements and evaluate the facilities. Ager is most likely using the ________ presentation method to convince the opera company that Stage Technologies should design and build the needed equipment.

The use of the memorized sales presentation is based on two different assumptions. List them.

The need-satisfaction sales presentation has several phases. Which of the following presents those phases in the correct order?

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise's vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs winches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. What types of sales presentations would Hastie and Ager most likely use for new customers?

Products that are suitable for the memorized sales presentation method are best described as:

________ is effective for consumer goods salespeople in straight rebuy situations.

Which of the following is an implied comparison that uses a contrasting word or phrase to evoke a vivid image?

Gracie Salazar sells women's sportswear. She is experienced in making sales presentations to groups of two to four buyers. Gracie's sales manager has told her to prepare her presentation for a group of thirty department store buyers. Does Gracie need to make any changes in her presentation to a larger group? Explain your answer.

According to the Core Principles of Professional Selling, the honesty of your sales presentation will convince people that you can be trusted.

What are the four phases of negotiation?

Elisha Levi believes that a flexible, customized approach to selling is best when dealing with highly complex products or services. She typically performs an in-depth study of a prospect's needs before developing a well-planned presentation. Levi obviously favors the ________ presentation method.

List the three parallel dimensions of selling.

The typical last step of the problem-solution sales presentation is to:

________ occurs when the salesperson brings company resource people to discuss a major problem or opportunity.

The third step in the relationship selling process is the first step in sales presentation.

It is important for the salesperson using familiar terminology and buzzwords to speak in a formal tone to convey its importance.

Gulf Technology manufactures platforms for deep sea oil rigs. Costs for the platforms can exceed $1 million. Which sales approach would a Gulf Technology salesperson most likely use?

The ________ involves a persuasive vocal and visual explanation of a business proposition.

Which of the following is the problem associated with using the formula sales approach without knowing customers' needs?