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20. The customer does most of the talking in the approach and presentation stages of the need-satisfaction method. 21. The problem-solution sales presentation consists of six steps. It begins when the salesperson and the prospect agree on the problems that the buyer wants solved. 22. The problem-solution method is best suited for selling insurance and similar financial products. T9-2
Chapter 09 - Carefully Select Which Sales Presentation Method to Use23. The problem-solution presentation method is structured in nature. 24. The problem-solution sales presentation rarely requires multiple calls. 25. When delivering a group presentation, the salesperson will find it necessary to be less structured when dealing with larger groups than when dealing with smaller groups. 26. When selling to a group, it is necessary to modify the ten step selling process by omitting the trial close step. 27. Developing a proposal document that can serve as a script during the presentation is a partof the group presentation preparation. 28. For a group sales presentation, prices should be included in an appendix of the proposal document. 29. Salespeople should always give a benefit summary at the conclusion of a group sales presentation. 30. Not all styles of sales presentation require the salesperson to be prepared to negotiate. 9-3
Chapter 09 - Carefully Select Which Sales Presentation Method to Use31. The first discussion point in a sales presentation should address the features, advantages, and benefits that the prospect desires. 32. The number one asset of a strong negotiator is preparation. 33. The training usage phases progress from natural to awkward to conscious.34. The key to selling and negotiating is to always seek a win-win solution in which both buyer and seller are happy. 35. The decision-making criteria revolve around usually three levels of desire: must have, should have, and would be nice to have. Multiple Choice Questions36. By definition, the _____ clearly and completely explains all aspects of a salesperson's proposition as it relates to a buyer's needs. 9-4
Chapter 09 - Carefully Select Which Sales Presentation Method to Use37. Why should a salesperson first select a sales presentation method and then the approach? A. The sales presentation method is unimportant. B. The sales approach is the last step in a sales presentation.C. The salesperson can integrate trial closes into the approach.xD. The sales presentation method determines how to open the presentation.E. A good sales presentation can compensate for a poor sales approach method.