Exam 12: Creating Value With the Consultative Presentation

If a salesperson was attempting to develop a feeling of ownership in a prospect shopping for a diamond ring,the salesperson should most likely:

Angie Meecham works at the CosMetRx counter at a high-end department store. Her job is to give prospects a facial and makeover using CosMetRx products and then sell them the products she used. Angie always says that she's "in the business of making women feel good about how they look." -Which need-satisfaction strategy does Angie most likely use?

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the head of purchasing for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing again two months ago but was unable to make a sale. -Which need-satisfaction strategy does Kevin most likely use?

Statements,reports,testimonials,customer data,and photographs are all examples of:

________ are the connectors between your messages and the internal emotions of the prospect.

Mario Cortez is preparing a sales presentation for a buying team made up of health care personnel.It is most important that he:

In some cases,it is not practical to demonstrate the product itself.