Exam 9: Carefully Select Which Sales Presentation Method to Use

The problem-solution sales presentation consists of six steps.It begins when the salesperson and the prospect agree on the problems that the buyer wants solved.

Carmen sells women's sportswear.She is experienced in making sales presentations to groups of two to four buyers.Carmen's sales manager has told her to prepare a presentation for a group of 30 department store buyers.Does Carmen need to make any changes to her typical sales presentation when addressing the larger group? Why or why not?

Which of the following is a semi-structure method of sales presentation?

The customer does most of the talking in the approach and presentation stages of the need- satisfaction method.

All of the following would be potential bargaining chips for a salesperson during negotiations EXCEPT:

The four phases of negotiation are:

Which presentation method is based on the assumption that similar prospects in similar situations can be approached with similar presentations?

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

The training usage phases progress from natural to awkward to conscious.

Discuss what a salesperson should review and analyze during the planning phase of negotiation.

Stage Technologies Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. 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 and Hastie are presenting a proposal to a theater group.People in attendance include various accountants,actors,and producers. The sales presentation should include all of the following EXCEPT a(n):

The basic difference in the four sales presentation methods is the type of product being sold.

What is the most likely reason that some salespeople dislike the need-satisfaction sales presentation approach?

A salesperson's chosen presentation method and approach technique should most likely be based on which of the following?

Stage Technologies Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. 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 you expect Hastie and Ager to use for new customers?

Anna Reyes has selected a selling technique in which she has more control over the conversation between buyer and seller than with any other sales presentation method.What technique is Anna most likely using?

The problem-solution method is best suited for selling insurance and similar financial products.

What is the key to being a strong negotiator?

In the formula selling method,customer talking time peaks during:

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