Asked by Jillian Hearne on Jun 29, 2024
Verified
Comment on the following statement: "No matter what the situation, the need-satisfaction presentation is always the most effective."
Need-satisfaction
A sales strategy where the salesperson identifies and solves customers' needs, enhancing customer satisfaction and loyalty.
Situation
The set of circumstances or context in which events occur, often influencing the outcome or decision-making process.
- Understand the effectiveness and application scenarios of different sales presentation methods.
Verified Answer
RH
Rechel HelenaJul 06, 2024
Final Answer :
This statement is incorrect. The situation determines which sales presentation is the best method to use. The need-satisfaction method is most appropriate when you must gather information from the prospect. Memorized presentation method can be used when time is short and the product is simple. Formula selling is effective in repeat purchases or when you know or have already determined the needs of the prospect. Finally, the problem-solution presentation is excellent for selling high-cost technical products or services, and especially for system selling involving several sales calls and a business proposition.
Learning Objectives
- Understand the effectiveness and application scenarios of different sales presentation methods.
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