Chapter 9Carefully Select Which Sales Presentation Method To UseLearning ObjectivesA. State why you first select a sales presentation method and then select the approach.B. Describe the different sales presentation methods; know their differences; and know the appropriate situation for using a particular method.C. Better understand how to give a presentation to a group of prospects.D. Understand why negotiations can be an important part of the presentation.True/False Questions 1.TFIn your role as a professional salesperson, it is important that you select a sales presentation method to use in a particular situation based upon your knowledge of your customer, sales call objective, and benefit plan. Answer: True 3.TFPage: 277 Learning Objective: A2.TFA sales presentation involves a persuasive vocal and visual explanation of a business proposition.Answer:TruePage: 278Learning Objective: A The primary means for differentiating the four sales presentation methods is the type of product being sold. Page: 279 Learning Objective: B In the memorized sales presentation, the prospect does 10 to 20 percent of the talking. Page: 279 Learning Objective: B The memorized presentation is ineffective in door-to-door selling. Page: 280 Learning Objective: B The memorized sales presentation is impractical to use when selling technical products. Answer:True 7.TFPage: 280 Learning Objective: B The memorized sales presentation may focus on benefits unimportant to the prospect. Page: 280 Learning Objective: B The formula presentation is also called the persuasive selling presentation. Page: 281 Learning Objective: B To use the formula sales presentation, the salesperson need not know anything about the prospect. Page: 281 Learning Objective: B10.TFThe formula selling approach is based on the SELL procedure of developing and giving the sales presentation. Answer: False Page: 282 Learning Objective: B
11.TF The formula selling approach is appropriate for modified rebuy situations, especially when selling consumer goods. Page: 282 Learning Objective: B 12.TFA disadvantage of the formula sales presentation is that its format often prevents information from being logically presented. Page: 282 Learning Objective: B 13.TFPlanning the sales call involves reviewing your sales call objectives, suggested order forms, and so on. Page: 283Learning Objective: BResponse: See Exhibit 9.6. 14.TFChecking store conditions includes reporting competitive activity. Page: 283Learning Objective: BResponse: See Exhibit 9.6.15.TFThe “close” includes answering questions and handling objections.Answer:TruePage: 283Learning Objective: B 16. T F Merchandizing involves setting up displays and dressing up shelves.
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