86%(7)6 out of 7 people found this document helpful
This preview shows page 13 - 18 out of 234 pages.
The “S” in the SELL Sequence reminds the salesperson to show the benefits first.Learning Objective: 03-02Topic: SELL SequenceBlooms: UnderstandAACSB:Level of Difficulty: MediumExplanation: The “S” in SELL is a reminder to show the features of the product. The salesperson then explains the advantages before leading into the benefits of the product.According to the SELL sequence, the first thing you should do in your sales presentation is to show the advantages of your product.Learning Objective: 03-02Topic: SELL SequenceBlooms: Understand
AACSB:Level of Difficulty: MediumExplanation: Showing advantages occurs after describing the features of the product. Benefits are then discussed by the salesperson.The easiest type of person to sell a product to is a buyer who is at the unconscious need level.Answer: FalseLearning Objective: 03-06Topic: Psychological Influences on BuyingBlooms: RememberAACSB:Level of Difficulty: EasyExplanation: Buyers at the conscious need level are the easiest ones to sell to because they know what products they want and understand their own needs. Prospects at the unconscious need level have to be drawn out by a salesperson because such people do not know what or why to make a purchase.
A sales presentation that focuses primarily on product features is highly persuasive.Learning Objective: 03-01Topic: A FABulous Approach to Buyer Need SatisfactionBlooms: UnderstandAACSB:Level of Difficulty: MediumExplanation: Product features alone are not very persuasive to consumers. A presentation should also discuss the advantages and benefits of a product.Security, comfort, self-preservation, and personal pleasure are common psychological needs of buyers.Answer: TrueLearning Objective: 03-05Topic: How to Determine Important Buying Needs—A Key to SuccessBlooms: Remember
AACSB:Level of Difficulty: EasyExplanation: People make purchases to solve rational and emotional needs. Psychological needs, such as comfort, vanity, and pleasure, are common reasons for buying products.According to the LOCATE acronym, it is helpful for a salesperson to ask co-workers or subordinates about a prospect’s needs.Answer: TrueLearning Objective: 03-05Topic: How to Determine Important Buying Needs—A Key to SuccessBlooms: UnderstandAACSB:Level of Difficulty: MediumExplanation: Salespeople need to talk to both the prospect and those who work with the prospect to determine buying needs. Asking an office manager’s assistant about the needs of the manager can provide useful information.