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C. What features and benefits will you emphasize?D. How will you design and display visual aids?E. What approach method would be appropriate?84. To have an effective demonstration in a sales presentation, you, as the salesperson, should: 11-14
Chapter 11 - Elements of a Great Sales Presentation85. Which of the following is an example of a guideline to follow when using visual aids, dramatics, and demonstrations? 86. Lena Getz has just finished demonstrating the durability of her company's upholstery fabric. To find out if this feature is important to her prospect, she should: 87. What is the primary purpose of the sales presentation goal model?A. Minimizing unfavorable featuresB. Maintaining two-way communicationC. Choosing the best marketing mix components to stressD. Capturing the prospect's attention during a sales presentationE. Determining which elements of the sales presentation mix to use88. You are a salesperson for a manufacturer of neonatal incubators. While you are making the presentation, your prospect, a hospital administrator, receives a telephone call. What should you do if you determine this is a personal call? 89. Imagine that you are trying to sell baby furniture to a daycare owner. You are in the midst of your presentation when one of your prospect's employees enters the room to talk about a sick child. After a 10-minute conversation, the employee leaves. The daycare owner turns to you and says, "Now what were we discussing?" You should: 11-15
Chapter 11 - Elements of a Great Sales Presentation90. Which of the following statements is true about how you, as a salesperson, should cope with the competition during a sales presentation? 11-16