Chapter 12 Application Exercise Qs # 12-10, 12-11 & 12-12 12-10 In many selling

Question

Chapter 12 Application Exercise Qs # 12-10, 12-11 & 12-12

12-10 In many selling situations, it is difficult, if not impossible, to demonstrate the product itself. List means other than the product itself that can be used to demonstrate the product features and benefits.

12-11 Develop a list of sales tools you could use in a job interview situation. What tools could you use to demonstrate your skills and capabilities?

12-12 As noted in this chapter, presentation software is becoming increasingly popular. Real estate salespeople are using this software to showcase homes to prospective buyers. Assume you are a salesperson for Iowa Realty, and you have a customer who wants a $250,000 to $300,000 condo/townhome in the suburb of West Des Moines. Go to www.IowaRealty.com, input the data you have from your customer, and request a search for homes in this category. From your search, select a listing with a Virtual Tour button. Click on the various views and examine the features of this home.

Explanation / Answer

12-10

We can use Virtual product, a demo version of it or a mock of it, a Video of the its testimonial as well as speaking via a referral customer.

12-11

A Good Presentation, a good profile with references, a Social media reference that speak about you, a magazine article that talks about your sales, a award/appreciation that highlights your achievement or a High esteem client's appreciation.

12-12

I had selected a property in that Range that had the virtual tour button. It has a good feature of virtual reality, where i can feel as if i am inside the house and on the contrast to the images, i can feel as if ia m doing a physical view of the property. I can see the edges, see different angles of the property and can zoom in and out as required and can decide whether the property has any issues in a detail way and can take decision faster and without the need to visit the house again. I can see the House kept very clean. It has firewood space, a nice wooden door polished, clean wooden floor without any damage. Newly painted walls, with newly fitted electrical switches, a nice large refrigerator and a excellent looking air cond set up which looks new. Windows are very spacious and neat, have designer lights, spacious living room and compact bed rooms with neat and new beds and fully furnished bath rooms and the living room has an attached balcony with patio. Kitchen is well lit and walk set with ovens and dishwasher fitted properly. Utility room looks spacious and the outside view of the street is also neat and clean with greeneries.

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