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Chapter 10
Chapter 11
Chapter 12
Chapter 13
Chapter 14
100
Establishing objectives for the sales presentation, developing the presale presentation plan needed to meet these objectives and renewing one's commitment to providing outstanding customer service.
What is the parts of the presentation strategy?
100
Designed to move the sales process toward commitment and action.
What is need-satisfaction questions?
100
Creative improvements that enhance the customer experience.
What is value added selling?
100
Initial amount the buyer pays for the product.
What is price?
100
An opportunity to strengthen the business relationship.
What is dealing effectively with an unhappy customer?
200
Preparing presale objectives and developing a presale presentation plan.
What is the preapproach?
200
Discovers basic facts about the buyer's existing situation and problem.
What are survey questions?
200
Portable case or loose-leaf binder containing a wide variety of sales supporting materials.
What is a portfolio?
200
Amount buyer pays for a product as it is used over a period of time.
What is cost?
200
Outcome of a selling situation in which the customer's expectations were not met.
What is the moment of misery?
300
Make a good first impression, securing the prospect's attention, and transitioning to need satisfaction.
What is the approach?
300
Ask appropriate questions, listen and acknowledge customer response, establish buying motive.
What are the three dimensions of need discovery?
300
Feature to be demonstrated, proof device to be used, what will I say, what I or the customer will do.
What are parts of the demonstration worksheet?
300
"I want to think about it."
What is concerns related to time?
300
Follow through on promises, follow up to ensure customer satisfaction, expansion selling.
What is servicing the sale?
400
Giving the customer a free sample or an inexpensive item.
What is premium approach?
400
Influence the prospect's beliefs, attitudes, or behavior to encourage buyer action.
What is persuasive presentation strategy?
400
Ability to visualize an object, concept or action not actually present.
What is mental imagery?
400
Working to reach an agreement that is mutually satisfactory to both buyer and seller.
What is negotiation?
400
Serves as a communication link with people who can assist with customer service.
What is the call report?
500
Fear of taking risks, fear of group presentations, lack of self-confidence and fear of rejection.
What is sales call reluctance?
500
Emphasizes factual information often taken from technical reports, sales literature or written testimonials.
What is an informative presentation strategy?
500
Takes the form of a statement, a report, customer data or a photograph.
What are proof devices?
500
A strategy to empathize with the client's concerns.
What is feel-felt-found?
500
Full-line selling, cross-selling, and upselling.
What is expansion selling?