selling- chapter 9

_____ occurs when the salesperson brings company resource people to discuss a major problem or opportunity.

Conference selling

Assuming that you are a salesperson making a group sales presentation, which of these statements is most likely true?

Establish your credibility in the early stage of the presentation.

Robert, a sales representative for JBR International, is giving a group sales presentation. Robert has gone through the opening steps of establishing the credibility of JBR. What should Robert most likely do next?

Gather input about the criteria for making a purchase

What is the key to being a strong negotiator?

Preparation

A salesperson's chosen presentation method and approach technique should most likely be based on which of the following?

Product and prospect

Why should a salesperson first select a sales presentation method and then the approach?

The sales presentation method determines how to open the presentation.

Which of these statements about formula presentations is true?

To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants.

During the typical first step of the problem-solution presentation, a salesperson should:

convince the prospect to allow an analysis of the prospect's problem.

In the beginning of a group sales presentation, a salesperson should:

give quality assurances and qualifications.

When compared to other types of sales presentations, memorized selling is the:

most structured.

In a need-satisfaction presentation, the maximum amount of time is spent in the _____ phase.

need-development

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. The company installs winches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. Imagine Hastie walked into a prospect's office and asked, "How would you like to increase rehearsal time and ensure long-term cost savings?" From this opening line, you can assume that Hastie is most likely using a ____ presentation.

need-satisfaction

The formula presentation is often referred to as the _____ presentation.

persuasive selling

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. The company installs winches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns. Ager and Hastie are presenting a proposal to a theater group. People in attendance include various accountants, actors, and producers. The sales presentation should include all of the following EXCEPT a(n):

price list for basic systems.

Elisha Levi believes that a flexible, customized approach to selling is best when dealing with highly complex products. She typically performs an in-depth study of the prospect's needs before creating a well-planned presentation. Levi obviously favors the _____ presentation method.

problem-solution

All of the following would be potential bargaining chips for a salesperson during negotiations EXCEPT:

products available from competitors.