selling today: Chapter 10 review Qs 10-3 why should sales people establish mulip

Question

selling today: Chapter 10 review Qs

10-3 why should sales people establish muliple objective sales presentations? list four possible objectives that would be appropriate for stage one and stage two of the buying process.

10-4 compare and contrast team sales presentation and individual sales call.

10-5 describe the major steps in the presentation plan. briefly discuss the role of adaptive selling in implementing the presentation plan.

10-9 what methods can the sales person use to convert the prospect's attention to the sales presentation?

Explanation / Answer

10-3 Salespersons must establish multiple objectives for sales presentations since the situation is evolving and the audience may not behave or respond in the planned manner. Things may not go as expected as customer/target audience have expectations that may not match with any single objective. The four possible objectives in the two stages of the buying process are 1) obtaining contact information, 2) assessing if the product meets the needs, 3) approaching the decision maker and 4) securing referrals.

10-4 Team presentations vs. Individual call

10-5 the major steps in planning a sales presentation are:

10-9 Methods or approaches that sales persons can use to convert the prospects’ attention to the sales presentation are:

These approaches can be used individually or in any combination to make the conversion effective.

Related Questions

Navigate

• Browse (All)
• Browse S
• Subjects

Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.