MKT 4200 Clemson Ryan Mullins

What are typical first call presentation objectives? correct answers establish rapport and begin building a relationship with the customer, obtain personal and business information to establish the customer's file, and obtain permission to ask need identification questions What are some characteristics of team selling presentations? correct answers team selling is suited to organizations that sell complex or customized products, require a more detailed pre-call plan, and each team member must know his/her role What are two aspects of a call objective? correct answers purpose (your reason for the call) and measurement (customer actions taken during or following the call that indicate your level of success The call objective should be oriented to what? correct answers results oriented, NOT activity oriented What are call objectives focused on? correct answers what the buyer will do NOT on what you will do What is a good sales approach? correct answers involves making good impressions, securing attention, and developing interest What are the first three objectives during initial contact with the customer? correct answers build rapport, capture full attention, transition to need discover stage What is credibility? correct answers an impression that people form about you What are the seven basic approaches? correct answers agenda approach, product demonstration approach, referral approach, customer benefit approach, question approach, survey approach, and premium approach What is the agenda approach? correct answers you review meeting goals, show that you value the customer's time, and your agendas should be flexible What is the product demonstration approach? correct answers give actual product demonstration, use computer or other audio/visual aids to provide "virtual" demonstration What is the referral approach? correct answers third party opinion or statement adds credibility, include name/direct reference to third party What is the customer benefits approach? correct answers immediately point out at least one benefit of your product, and present key benefits in order of importance