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36. By definition, the _____ clearly and completely explains all aspects of a salesperson's proposition as it relates to a buyer's needs. A. preapproachB. display premiseC. sales presentationD. trial closeE. benefit closeAnswer: CLearning Objective: 09-01Topic: The Golden Rule: PresentationBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: According to the text, an effective sales presentation completely and clearly explains all aspects of a salesperson’s proposition as it relates to a buyer’s needs.
37. Why should a salesperson first select a sales presentation method and then the approach? 38. _____ occurs when the salesperson brings company resource people to discuss a major problem or opportunity. Learning Objective: 09-02Topic: Sales Presentation StrategyBlooms: Remember AACSB: Analytic
Level of Difficulty: Easy Explanation: Conference selling involves the salesperson bringing company resource people to discuss a major problem or opportunity. With seminar selling, a company team conducts an educational seminar for the customer company about state-of-the-art developments.39. What is the primary factor that differentiates the four sales presentation methods?Learning Objective: 09-02Topic: Sales Presentation Methods—Select One CarefullyBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: The basic difference in the four methods is the percentage of the conversation controlled bythe salesperson. More interaction occurs in less structured methods, but in all cases, the salesperson talks more during closing since that is when the salesperson is trying to make a sale.