Which of the following is a benefit of the standard memorized sales presentation?
It ensures that salespeople will provide complete and accurate information about their firm’s products and policies
.
What is Standard memorized presentation?
11/25/18 Gopal Thapa/Selling/Presentation3 The Standard Memorized Presentation It is
a carefully prepared sales story that includes all the key selling points arranged in most effective order
. The presentation is usually developed after a careful analysis of the sales stories of the most successful salespeople.
When a salesperson prepares a presentation for a particular customer the salesperson is in the?
When a salesperson prepares a presentation for a particular customer, the salesperson is in the ________step of the
sales process
.
Why is it important to emphasize benefits during a sales presentation?
It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits: …
fulfill the buyer’s needs and motives
.
What is the most important part of the adaptive sales approach?
Positive rapport and clear communication
lie at the core of adaptive selling. It’s the opposite of a standardized sales approach in which all interactions with consumers are uniform and all consumers are seen in the same light.
What are the 4 types of sales presentation?
- memorized,
- persuasive selling,
- needs-satisfaction, and.
- problem-solution method.
What is the formula presentation?
Formula selling is
an approach in which the sales presentation is designed to move the customer through the stages
in the decision-making process such as get the customer’s attention, develop interest, build desire, and secure action (AIDA).[1]
What are the 7 steps of selling?
These seven steps present the typical sales scenario as composed of the following:
(1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) overcoming objections, (6) close, and (7) follow-up
.
What are the 7 steps of a sale?
- Prospecting.
- Preparation.
- Approach.
- Presentation.
- Handling objections.
- Closing.
- Follow-up.
What are the 10 steps of the selling process?
- Prospecting. Prospecting is the first step in the selling process. …
- Pre-approach/Planning. Planning is the second step in the selling process. …
- Approach. …
- Presentation. …
- Trial Close. …
- Determine Objections. …
- Handle Objections. …
- Trial Close.
How is technology used in selling?
Technology plays a major role today in supporting all aspects of the selling function. Benefits include
improved relationships with customers
and improved processes of finding qualified prospects and turning them into customers.
What does the sell sequence stand for?
SELL Sequence stands for
Show feature, Explain Advantage, Lead into benefit, and Let
the customer talk. They use this technique and specifically this pattern to put an emphasis on the benefits that may be important to the customer.
What are the two major influences on the ethical behaviors of a salesperson?
Two major influences on the ethical behaviour of sales personnel are
employees and the organization itself
.
What is an example of adaptive selling?
Another example of adaptive selling is
the use of data in selling directly to consumers on the internet
. Data from cookies track user clicks and site visits, allowing companies a window into consumer preferences and interests.
What are the factors at the heart of adaptive selling?
Adaptive selling is a customized selling approach which is based on several factors such as
the feedback received from the customer, the sales situation and the customer you are selling to
. One important feature of this selling approach is to understand the customers social life.
What is the adaptive selling?
Adaptive selling is defined as “
the altering of sales behaviors during a customer interaction or across interactions based on perceived information about the nature of the selling situation
” (Weitz, Sujan, and Sujan 1986.
