Strengthening the presentation Flashcards
1
Q
Presentation types
A
Standard memorised presentation
Outlined presentation
Customised (adaptive) presentation
2
Q
Social style matrix
A
Analyticals, Drivers, Amiables, Expressives
3
Q
Strong presentation (5 factors)
A
- Keep buyer’s attention
- Improve buyer’s understanding
- Help buyer to remember
- Offer proof of assertions
- Create sense of value
4
Q
The pyramid principle
A
- Conclusion
- Main arguments
- Facts about arguments
5
Q
What should a salesperson do after having identified the customers’ social style?
A
You need to adapt the presentation based on the costumers.
For instance
Drivers: Direct, businesslike
