OLPD 3424 Lecture 11: Jessica ST Chapter 11 Questions-2
9 Dec 2016
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Sales training fall 2012 chapter 11 questions: describe the types of evidence that may be used to back up a claim. Case histories: distinguish between a feature and a benefit. Features are tangible and intangible qualities of the product or service being sold. Features only justify the price, benefits justify the purchase. The prospect must become involved because their questions prevent misunderstanding, and give the salesperson the opportunity to direct the presentation towards the problem/need most important to them. A salesperson should plan out portions of their presentation, not a word for word plan of the whole presentation. The salesperson should use presentation points that have been successful in the past, which will build confidence as well as add reliability to the presentation. When selling a landscaping service, a salesperson could post pictures in a presentation demonstrating the landscapes that have resulted from their services.
