Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 5

Assume that you are a salesperson selling a consumer item such as a wristwatch. Without any preparation, make a sales presentation to a friend. If possible, record your sales presentation on your phones or tablets. Analyze the recording and determine the approximate conversation time with your prospect. On the basis of your analysis, which of the four sales presentation methods discussed in this chapter did you use How early in the sales presentation did your prospect begin to give you objections