Exam 8: Carefully Select Which Sales Presentation Method to Use

Developing a proposal document that can serve as a script during the presentation is a part of the group presentation preparation.

The number one asset of a strong negotiator is his or her preparation.

A salesperson using the problem-solution sales presentation method is most likely selling a(n)________ product or service.

In the need-satisfaction sales presentation,the first 50 to 60 percent of the conversation time is referred to as the need awareness phase.

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

List the three parallel dimensions of selling.

At the beginning of a presentation,a salesperson asks a catalog retailer,"What type of inventory management software would you like your company to use?" The salesperson is more than likely using the _____ sales presentation method.

Comment on the following statement: "No matter what the situation,the need-satisfaction presentation is always the most effective."

The key to selling and negotiating is to always seek a win-win situation in which both the buyer and seller are happy.

To use the formula sales presentation,the salesperson need not know anything about the prospect.

What types of sales presentations would Hastie and Ager most likely use for new customers?

The problem-solution presentation is a flexible method that requires a detailed analysis of the prospect's needs.

The first discussion point in a sales presentation should address the features,advantages,and benefits that the prospect desires.

The memorized sales presentation may focus on benefits unimportant to the prospect.

In the memorized sales presentation,the prospect does very little talking.

All of the following are the advantages of a formula sales presentation EXCEPT:

The memorized sales presentation is referred to as persuasive selling presentation.

The successful resolution of a negotiation starts with a commitment to do business together.

When selling to a group,it is necessary to modify the ten step selling process by omitting the trial close step.

What is another name for the formula sales presentation method?