Sales Chapter 5 Exam 1

sales presentation

delivery of product information relevant to solving the customer’s needs; main body of the sales call; purpose is persuasion

memorized presentation

same selling points in the same order for every customer

new salespeople, telemarketing, direct sales

memorized presentations are best used for

90

salespeople talk __ % of the time during memorized presentations

formula presentation

uses a prepared but flexible outline

structured presentations

formula presentations are best used for

60-70

during formula presentations, the salesperson talks ___ % of the time

need satisfaction presentation

salesperson probes needs first

consultative/ complex sales

need satisfaction presentations are best used for

the customer does most of the talking

during needs satisfaction presentations, ___

AIDA - attention, interest, desire, action

What is used for formula sales presentations?

customer value proposition

statement explaining how the offering will add value to the buyer; first step of preparing the sales presentation

feature

factual characteristic of a product

benefit

value the feature creates for the customer

intercultural communication competence

the effectiveness of skills, attributes, and traits that create successful cross-cultural interaction

cultural awareness

recognizing your own cultural values, beliefs, and perceptions

cultural sensitivity

understanding the value of other cultures and their cues

cultural adroitness

reaching communication goals effectively in a new cultural environment

virtual presentation

online presentation where the host and audience join remotely

team selling

a salesperson works with experts across the firm to acquire customers and manage relationships