1. The three prescriptions of 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
2. Objectives of the first prescription include _.
understand needs and build or establish the relationship
3. The second prescription discusses the need for a carefully prepared presentation plan the includes
ensuring that all salespeople are well organized and prepared to achieve objectives.
4. 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.
5. The presentation strategy added value by making sure the
presentation is customized and adapted to meet the needs and time constraints of the prospect.
6. The first step in the preapproach process is
preparing presale objectives and developing a presale presentation plan.
7. The second step in the preapproach process is
making a favorable first impression, getting the prospect's attention, and transitioning to need identification.
8. An _ is something you want from the customer during the sales presentation.
action objective
9. The key advantages of a sales team include
discovering problems, solutions, and sales opportunities than an individual salesperson could discover working alone
10. Team sales presentations require
a more detailed precall plan than individual sales calls.
11. Team members should be given
detailed information about the customer, understand the basics of consultative presentations, and be prepared to add value.
12. Adaptive selling involves
altering sales behaviors to improve communication with the customer.
13. Salespeople skilled adaptive selling consider how_may enhance the sale presentation.
the relationship, product, and customer strategies
14. In order to create customized presale presentation, salespeople need to
collection background information.
15. The six main parts of the presentation plan include
approach, need discovery, presentation, negotiation, close, and servicing the sale.
16. Prior to developing the presentation plan, the salesperson must answer one very important question:
do these activities relate to the customer's buying process?
17. A high-quality and professional approach is powerful way to
add value and differentiate yourself from your competitors.
18. If the approach is successful, the salesperson will be
given the opportunity to make a sales presentation.
19. A major goal of _ is to make a good first impression, build rapport, and establish credibility.
the social contact
20. The business contact involves converting the prospect's attention from the social contact to _.
the sales presentation.
21. The social contact helps build rapport. Building rapport should lead to _
credibility, which builds trust.
22. The _ approach is also referred to as the elevator speech.
customer benefit
23. 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 a salesperson is able to accomplish.
Sales call relucatance
25. Selling to the "gatekeeper" means
aligning yourself with the person who schedules the decisions maker's appointments.
1. The three prescriptions of 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
2. Objectives of the first prescription include _.
understand needs and build or establish the relationship
3. The second prescription discusses the need for a carefully prepared presentation plan the includes
ensuring that all salespeople are well organized and prepared to achieve objectives.
4. 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.
5. The presentation strategy added value by making sure the
presentation is customized and adapted to meet the needs and time constraints of the prospect.
6. The first step in the preapproach process is
preparing presale objectives and developing a presale presentation plan.
7. The second step in the preapproach process is
making a favorable first impression, getting the prospect's attention, and transitioning to need identification.
8. An _ is something you want from the customer during the sales presentation.
action objective
9. The key advantages of a sales team include
discovering problems, solutions, and sales opportunities than an individual salesperson could discover working alone
10. Team sales presentations require
a more detailed precall plan than individual sales calls.
11. Team members should be given
detailed information about the customer, understand the basics of consultative presentations, and be prepared to add value.
12. Adaptive selling involves
altering sales behaviors to improve communication with the customer.
13. Salespeople skilled adaptive selling consider how_may enhance the sale presentation.
the relationship, product, and customer strategies
14. In order to create customized presale presentation, salespeople need to
collection background information.
15. The six main parts of the presentation plan include
approach, need discovery, presentation, negotiation, close, and servicing the sale.
16. Prior to developing the presentation plan, the salesperson must answer one very important question:
do these activities relate to the customer's buying process?
17. A high-quality and professional approach is powerful way to
add value and differentiate yourself from your competitors.
18. If the approach is successful, the salesperson will be
given the opportunity to make a sales presentation.
19. A major goal of _ is to make a good first impression, build rapport, and establish credibility.
the social contact
20. The business contact involves converting the prospect's attention from the social contact to _.
the sales presentation.
21. The social contact helps build rapport. Building rapport should lead to _
credibility, which builds trust.
22. The _ approach is also referred to as the elevator speech.
customer benefit
23. 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 a salesperson is able to accomplish.
Sales call relucatance
25. Selling to the "gatekeeper" means
aligning yourself with the person who schedules the decisions maker's appointments.