Which of the following statements describes a major drawback associated with a canned sales presentation quizlet?

1. According to the text, what are the three essential steps within the sales presentation, in their correct order?
a. Marketing plan, FAB, business proposition
b. Business proposition, FAB, marketing plan
c. FAB, marketing plan, business proposition
d. Pricing strategy, marketing plan, FAB
e. FAB, business proposition, marketing plan

Which of the following alternatives lists the five purposes of the sales presentation (not necessarily in their correct order)?
a. Knowledge, action, opinion, conviction and desire
b. Conviction, knowledge, opinion, desire and beliefs
c. Attitude, knowledge, desire, beliefs and action
d. Attention, desire, opinion, conviction and sale
e. Attitude, knowledge, desire, beliefs and conviction

Which are the elements of circular relationship in contacting a customer?
a. Planning, implementation, and documentation.
b. Preapproach, presentation, and close.
c. Presentation, close, and follow up.
d. Approach, presentation, and close.
e. Planning, implementation, and evaluation.

Other sets by this creator

Doug Ames sells Mercedes Benz automobiles. While making his sales presentation to a newly qualified prospect, the prospect said, "Doug, I would really like to buy the car, but, you know, the price of the automobile is just too high". In order to answer the prospect's objection, Ames responded, "Sir, you are correct. The price of the Mercedes Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car, the high resale value of the car, the dependability, and the prestige associated with the Mercedes Benz. What technique did Ames use to handle the prospect's objection?

A.
the acknowledge and convert technique

B.
the agree and neutralize technique

C.
the denial technique

D.
the accept the objection technique

An insurance company is considering using independent sales agents who would receive 7 percent sales commission on sales or its own insurance salespeople who would receive 5 percent commission, salaries, and benefits. Additionally, with a company salesforce, sales administration costs would be incurred for a total fixed cost of $650,000 per year. At what level of sales would independent salespeople be less costly?

A.
$650,000

B.
$5,416,667

C.
$32,500,000

D.
$35,200,000

The five keys for effective on-the-job informal training include:

(A) Teaming, lecturing, customer interaction, mentoring, peer-to-peer communication
(B) Teaming, meetings, customer interaction, mentoring, peer-to-peer communication
(C) Lecturing, coaching, customer interaction, mentoring, peer-to-peer communication
(D) Teaming, coaching, customer interaction, mentoring, peer-to-peer communication
(E) Teaming, meetings, customer interaction, mentoring, electronic training