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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 useAnswer: ELearning Objective: 11-02Topic: The Sales Presentation Goal ModelBlooms: Understand
AACSB: AnalyticLevel of Difficulty: MediumExplanation: The sales presentation goal model consists of six questions that are intended to help determine which sales presentation mix elements to use. Questions relate to the objective, audience, and presentation structure.88. 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:
90. Which of the following statements is true about how you, as a salesperson, should cope with the competition during a sales presentation?