Quiz 10 Flashcards
(25 cards)
The three prescriptions for a presentation strategy are______.
Establish objectives, Develop a presale presentation plan to meet the objectives, and renew everyone’s commitment to provide outstanding customer service.
Objectives if the first prescription include______.
Understand needs and build or establish the relationship
The second prescription discusses the need for a carefully prepared presentation plan that includes_______.
Ensuring that all salespeople are well organized and prepared to achieve objectives
Establishment of objectives for the sales presentation and preparation of the presentation plan must be guided by______.
A strong desire to provide outstanding customer service
The presentation strategy adds value by making sure the______.
Presentation is customized and adapted to meet the needs and time constraints of the prospect
The first step in the preapproach process is ______.
Preparing presale objectives and developing a presale presentation plan
The second step in the preapproach process is_________.
Making a favorable first impression, getting to the prospect’s attention, and transitioning to need identification
A(n)______ is something you want from the customer during the sales presentation
Action Objective
The key advantages of a sales team include________.
Discovering problems, solutions, and sales opportunities than an individual salesperson could discover working alone.
Team sales presentations require________.
A more detailed precall plan than individual sales calls
Team members should be give_________.
Detailed information about the customer, understand the basics of consultative presentations, and be prepared to add value.
Adaptive selling involves________ to improve communication with the customer.
Altering sales behaviors
Salespeople skilled in adaptive selling consider how ________ may enhance the sales presentation.
The relationship, product, and customer strategies
In order to create a customized presale presentation, salespeople need to__________.
Collect background information
The six main parts of the presentation include__________.
Approach, needs discovery, presentation, negotiation, close, and servicing the sale
Prior to developing the presentation plan, the salesperson must answer one very important question_____.
Do these activities relate to the customer’s buying process?
A high-quality and professional approach is a powerful way to________.
Add value and differentiate yourself from your competitors
If the approach is successful, the salesperson will be__________.
Given the opportunity to give a quotation to Purchasing
A major goal of _________ is to make a good first impression, build rapport, and establish credibility.
The Social Contract
The business contract involves converting the prospect’s attention from the social contact to________.
The sales presentation
The social contact helps build rapport. Building rapport should lead to_________.
Credibility, which builds trust
The _________ approach is also referred to as the elevator pitch.
Customer benefit
Some of the most common approaches to arouse prospect interest in the presentation include________.
Agenda, Product Demo, Referral, Customer Benefit, Question, Survey, and Premium
________ includes thoughts, feelings, and behavioral patterns that conspire to limit what salesperson is able to accomplish.
Sales call reluctance
