Juan Alcobar Is Junior Sales Representative for a Large Equipment

Multiple Choice

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.
-As Sarah and Juan begin to put together the actual presentation,what should they do first?

A) Clarify the objectives for the presentation using their company's standard form.
B) Anticipate the prospect's needs based on the financial data gathered through public records.
C) Search the CRM system for information on purchase records of similarly-sized clients.
D) Find the correct format and graphics for the physical PowerPoint presentation.
E) List all the features of the equipment they offer in a way that's easy for the prospect to read.