Marketing 3005 - Personal Selling Chapter 12
In a global business environment, it is good to remember several key things: ________.
Cultural differences require sensitivity, patience, and value-added selling
________ minimize the possibility that you will spend more time discussing features that provide no benefit to the customer
Effective precall preparation and well-executed need discovery
Every aspect of the sales presentation should be ________.
adapted to the needs or problems identified by prospect and salesperson
In addition to traditional product issue questions you'll likely be asked, be sure to ________.
anticipate a diversity of questions in areas such as finance, delivery, competition, and service
In conducting an effective value-added sales presentation it is a good idea to _____.
appeal to as many senses as possible
Quantifying the solution is the process of determining whether a sales proposal adds value. Two ways to quantify the solution are a________.
cost-benefit analysis and a return-on-investment analysis
The informative presentation emphasizes ________ often taken from technical reports, company-prepared sales literature, or written testimonials.
factual information
The use of social media tools like YouTube and other sites makes it possible ________.
for various decision makers to view the video of the salesperson's presentation at any time during the sales process
Personal computers (PCs), with the support of online presentation technologies and presentation software, have played an important role in ________.
increasing sales force productivity
One of the key characteristics of the group presentation's audience is ________.
it may include demanding, high-level decision makers of all types who will likely ask some difficult questions
A reminder presentation or reinforcement presentation is a strategy to help ________.
maintain market share
When using tools like PowerPoint, Keynote, or Corel's Presentations for demonstrations, salespersons should attempt to ________.
make them look unique and different, but keep them simple
The informative presentation is commonly used to introduce ________.
new, highly complex products and services of a technical nature
Salespersons, acting as relationship managers, play a key role in the development of ________.
partnering relationships
Selling tools that are used to demonstrate the benefits of your solution and add value to the sales presentation are also called ________.
proof devices or marketing tools
The phrase, "People do not buy things; they buy what the things can do for them," means the salesperson should________.
sell specific benefits and get customer reactions
The use of web-based presentations using tools like WebEx or GoToMeeting enable the salesperson to ________.
show PowerPoint presentations, present product features, and conduct question-and-answer sessions in real time
With a planned consultative presentation, the salesperson is considered a________.
strategic resource and partner for the customer
There are several key methods for using a persuasive presentation strategy. These include: emphasize the relationship, ________.
target emotional links, sell specific benefits/get reactions, appropriate use of showmanship, minimize negative change impact, place strongest appeal at the beginning or end, and use power of association
As you prepare your group presentation, take into consideration ________.
the needs of the audience
One of the most important aspects to remember about group presentations is ________
they are more challenging and demanding than one-on-one-sales presentations
If you are part of a team sales presentation, then be sure every team member ________.
understands his or her responsibility and the time he or she will be given for the presentation
Salespersons need to be prepared to substantiate certain points presented during the sales presentation that represent the ________.
value proposition
The persuasive presentation strategy is a process by which you motivate others to ________.
voluntarily do something you'd like them to do
Need satisfaction can be achieved through ________, or reminding.
informing, persuading
