MGMT Post Midterm

Question 1

What is a presentation Strategy? And what are the three needed prescriptions

Answer 1

It is a well conceived plan that includes three prescrptions?

1. Establishing objectives for the sales presentation
2. Developing the presale presentation plan needed to meet these objectives
3. Renewing one’s commitment to providing outstanding customer service

Question 2

What is a pre-approach? What prescriptions are included?

Answer 2

Activities that precede the actual sales call and set the stage for a personalized sales approach, tailored to the specific needs of the prospect.

1. Preparing presale objectives
2. Developing a presale presentation plan

Question 3

what is an Action Objective? Provide examples.

Answer 3

It is something that you want the customer to do during the sales presentation.

• Provide specific financial information.
  -Schedule a visity to your manufacturing plant
  -Agree to a trial use of product
  -Agree to a follow-up meeting
  -Place an order

Question 4

What is the approach? What are the three important objectives?

Answer 4

• The initial contact

1. Build Rapport
2. Capture attention with business contact
3. Generate interest to transition to need discovery stage

(Establish your credibility early)

Question 5

What are Telesales?

Answer 5

Using the telephone to acquire information about the customer, determine needs, suggest solutions, negotiable buyer concerns, and close the sale.

• It is unscripted; not planned and not telemarketing.

Question 6

What are the steps to The Telephone Contact?

Answer 6

1. Plan in advance what you want to say
2. Politely identify yourself and the company you represent
3. State the purpose and explain how the prospect can benefit from a meeting
4. Show respect for prospect’s time
5. Confirm the appointment details

Question 7

Describe an Effective Voice Mail?

Answer 7

• Keep it brief
  -Offer a compelling benefit
  -Give best time to call back
  -Say phone number slowly and completely
  -Repeat number

Question 8

Describe an Effective email

Answer 8

• Meaningful and specific subject line
• Tell the reader what you want and then encourage a response
• Identify main point in 1st or 2nd paragraph
• Format is easy to read (use headings)

-Proofread

-Use a signature file

Question 9

DESCRIBE AN EFFECTIVE TEXT MESSAGE