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best to fill his need and that you are the best person to supply that product. When this is accomplished, the buyer will have a conviction, and the sale will close.Page: 338Learning Objective: A
116.You are a salesperson selling several pieces of durable, combinable, boxed furniture that are easy to assemble. But your price is slightly higher than the competition. As you face the Wal-Mart purchasing agent, what might your presentation show to move him to a conviction that he needs to sell your product?Answer:Use a value-analysis proposal to show him how your products’ features will result in thebenefit of more purchases, not only of individual units, but of complementing units, and with fewer returns. Show him how the units can be merchandized to show how the units fit together to fulfill a variety of proven kitchen needs. Give him a ROI (return on investment study) to show him that the product will pay for itself within a specific time-frame. Page: 339Learning Objective: A117.No matter which of the four sales presentation methods is used, each presentation must follow three essential steps. List those steps. Answer:(1) Fully discuss the features, advantages, and benefits of the product. (2) Present your marketing plan. (3) Explain your business proposition. Page: 340 Learning Objective: A118.What does “sales presentation mix” refer to?Answer:The elements that the salesperson assembles to sell to prospects and customers.Page: 341Learning Objective: A119.What are the factors that promote clear communication with the prospect?Answer:Use questions. Be empathetic. Keep the message simple. Create mutual trust. Listen. Have a positive attitude and enthusiasm. Be believable.Page: 342Learning Objective: A120.Describe how a salesperson selling long distance service would use logical reasoning to constructhis or her sales presentation. Answer:Logical reasoning involves a presentation constructed around three parts—a major premise such as "Every person who calls long distance would like to know they are getting the lowest possible rates;" minor premise, "My long-distance service will make sure that you get the lowest long-distance rates;" and conclusion, "Therefore, you should use my long-distance provider." Student answers to this question will vary, but each answer should include the three parts. Page: 343 Learning Objective: A121.When should a salesperson use a suggestive proposition? Answer:when dealing with buyers who like to postpone their buying decisions. Page: 343 Learning Objective: C122.The travel agent says, "Can you see yourself lounging by the pool with a cold drink in your hand, and a waiter close by to cater to your every whim?" What kind of a suggestion is the travel agent using? Answer:autosuggestion Page: 343 Learning Objective: C
123.Quinton sells irrigation equipment to farmers. He tells a prospect, "Did you see how well your neighbor Bill Emerson's crops did last year in spite of the drought? He is one of my long-time customers." What kind of suggestive selling is Quinton using?