What are two disadvantages of distributing handouts during a business presentation choose every correct answer quizlet?

Three types of business buying situations are​ ________.
A.straight​ rebuy, new-task​ buy, and modified rebuy
B.volume discount​ buy, group​ rebuy, and institutional buy
C.initial corporate​ buy, group​ buy, and institutional buy
D.initial single​ buy, volume purchase​ buy, and institutional buy
E.volume discount​ buy, rebuy, and new rebuy

Three types of consumer buying decisions are​ ________.
A.habitual buying​ decisions, variety-seeking buying​ decisions, and complex buying decisions
B.new product buying​ decisions, variety-buying​ decisions, and complex buying decisions
C.habitual buying​ decisions, new product buying​ decisions, and complex buying decisions
D.restock buying​ decisions, variety-seeking​ decisions, and complex buying decisions
E.early adopter buying​ decisions, replenish rebuy buying​ decisions, and complex buying decisions

Each buyer uses buying decisions applied to his or her unique​ circumstances; however, the typical stages in the buying decision process are needs​ awareness, ________.
A.evaluation of​ solutions, resolution of​ problems, purchase, and implementation
B.vendor​ evaluation, purchase order​ issuance, and delivery
C.evaluation of​ solutions, proposal​ process, purchase, and delivery
D.vendor​ evaluation, request for​ proposals, contract​ issuance, and delivery
E.vendor​ evaluation, resolution of​ problems, purchase, and distribution

Although buying behavior is influenced in part by individual​ needs, people around us influence our buying decisions. These group influences are in four major​ areas: ________.
A.demographic​ influences, economic reference​ groups, social​ class, and culture
B.role​ influences, reference​ groups, economic​ influences, and culture and subculture
C.role​ influences, reference​ groups, social​ class, and culture and subculture
D.role​ influences, referring​ groups, socioeconomic​ influences, and culture
E.demographic​ influences, socioeconomic​ influences, role​ influences, and cultural and subculture

Several of the most common causes of customer attrition include the​ following: ________.
A.the purchase was a​ one-time need, customer has issues with the sales​ team, and customer moves or is acquired
B.the purchase was a​ one-time need, customer moves or is​ acquired, and a loyal buyer goes to new company or leaves
C.the customer moves or is​ acquired, customer is unhappy with the​ after-the-sale services, and a loyal buyer goes to new company or leaves
D.the purchase was a​ one-time need, product​ dissatisfaction, and customer moves or is acquired
E.product​ dissatisfaction, dissatisfaction with​ after-the-sale service, and the customer moves or is acquired

The basic lead qualifying criteria includes​ ________.
A.prospect​ need, authority to issue an​ RFP, and ability to​ "buy now"
B.financially able to​ buy, willing to​ buy, and authority to buy
C.prospect​ need, financially unable to​ buy, and willing to buy
D.prospect​ need, authority to approve purchase​ order, and ability to​ "buy now"
E.prospect​ need, authority to​ buy, financial resources to​ buy, and willingness to buy

The sales process​ (or sales​ funnel) model includes the following​ steps: ________.
A.qualify, needs​ analysis, presentation,​ negotiations, and closed
B.​prospect, needs​ analysis, presentation,​ negotiations, and​ closed/service
C.​prospect, needs​ analysis, presentation,​ negotiations, and closed
D.​prospect, qualify,​ presentation, negotiations, and​ closed/service
E.​prospect, qualified, needs​ analysis, presentation,​ negotiations, and​ closed/service

The three prescriptions of a presentation strategy are​ ________.
A.establish​ objectives, develop a presale presentation plan to meet the​ objectives, and have each team member review and approve
B.establish​ objectives, develop a presale presentation plan to meet the​ objectives, and have the inside sales team review and approve
C.establish​ objectives, develop a presale presentation plan to meet the​ objectives, and rehearse the presentation
D.establish​ objectives, develop a presale presentation plan to meet the​ objectives, and renew​ everyone's commitment to provide outstanding customer service
E.double-check with your sales manager on​ objectives, develop a presale presentation plan to meet the​ objectives, and have inside sales team review

Salespeople skilled in adaptive selling consider how​ ________ may enhance the sales presentation.
A.the​ relationship, product, and customer strategies
B.the​ team, the​ product, and customer strategies
C.the​ team, the​ product, and presentation strategy
D.the​ product, product​ price, and customer strategies
E.the​ relationship, the​ team, and presentation strategy

The six main parts of the presentation plan include​ ________.
A.​preapproach, approach, need​ discovery, presentation,​ negotiation, and close
B.​approach, need​ discovery, rehearse,​ presentation, close, and servicing the sale
C.​preapproach, approach, need​ discovery, presentation,​ pricing, and close
D.​approach, need​ discovery, presentation,​ negotiation, close, and servicing the sale
E.​approach, need​ discovery, presentation,​ pricing, contract, and close

Some of the most common approaches to arouse prospect interest in the presentation include​ ________.
A.agenda, product​ demo, referral, delivery​ options, price, customer​ benefit, and premium
B.product​ demo, referral, customer​ benefit, price, customer​ service, and premium
C.​agenda, product​ demo, referral, customer​ benefit, price, product​ requirements, and question
D.​agenda, product​ demo, customer​ benefit, question,​ quotation, customer​ service, and premium
E.​agenda, product​ demo, referral, customer​ benefit, question,​ survey, and premium

The​ four-part need-satisfaction model includes​ ________.
A.need​ agreement, solution​ selection, contracting​ agreement, and servicing the sale
B.need​ exploration, solution​ selection, need​ satisfaction, and servicing the sale
C.need​ discovery, solution​ options, satisfaction​ exploration, and servicing the sale
D.need​ discovery, solution​ selection, need​ satisfaction, and servicing the sale
E.need​ discovery, solution​ options, need​ satisfaction, and servicing the sale

The​ pace, scope, and time allocated to need discovery might depend on a variety of​ factors, but there are generally several major factors. The major factors include​ ________.
A.product​ sophistication, price,​ customer's product​ knowledge, and time available for discussion between salesperson and prospect
B.product​ sophistication, price,​ customer's contracting​ requirements, and time available for discussion between salesperson and prospect
C.product​ sophistication, price, engineering design​ deadlines, and time available for discussion between salesperson and prospect
D.product​ sophistication, manufacturing​ requirements, and time available for discussion between salesperson and prospect
E.​price, customer's product​ knowledge, and time available for discussion between salesperson and prospect

Preparation for the close involves​ ________.
A.
predetermining customer​ needs, suggesting preselected​ solutions, and planning appropriate closing methods
B.
predetermining customer​ needs, custom-fitting​ solutions, and planning appropriate closing methods
C.
understanding customer​ needs, custom-fitting​ solutions, and doing little preparation for the closing
D.
understanding customer​ needs, custom-fitting​ solutions, and planning appropriate closing methods
This is the correct answer.
E.
understanding customer​ needs, suggesting preselected​ solutions, and planning appropriate closing methods

Three things a​ high-performance salesperson can do after a lost sale are​ ________.
A.
make sure the deal is​ dead, review the chain of​ events, and interview the client
.B.
reexamine your​ proposal, review the chain of​ events, and attempt to renegotiate
C.
reopen the​ negotiations, review the chain of​ events, and interview the client
D.
make sure the deal is​ dead, review the chain of​ events, and discuss with your senior sales management team
E.
reopen the​ negotiations, review the chain of​ events, and discuss with your senior sales management team

The great majority of buyer concerns fall into five categories. Those categories are​ ________.
A.
​need, product,​ price, vendor​ qualifications, and source
B.
​need, product, vendor​ qualifications, price, and contracting requirements
C.
​need, product,​ source, time, and price
D.
​need, product,​ price, shipping, and distribution
E.
​need, product,​ price, contracting​ obstacles, and shipping

There are several key methods for using a persuasive presentation strategy. These​ include: emphasize the​ relationship, ________.
A.
target emotional​ links, sell specific​ benefits, use​ attention-getting showmanship, exaggerate negative change​ impact, place strongest appeal at the beginning or​ end, and use power of association
B.
target emotional​ links, sell specific​ benefits/get reactions, appropriate use of​ showmanship, minimize negative change​ impact, place strongest appeal at the beginning or​ end, and use power of association
.C.
remain​ unemotional, do not sell specific​ benefits/get reactions, appropriate use of​ showmanship, minimize negative change​ impact, place strongest appeal at the beginning or end and use power of association
D.
target emotional​ links, sell specific​ benefits/get reactions, appropriate use of​ showmanship, exaggerate negative change​ impact, place strongest appeal at the beginning or​ end, and avoid power of association
E.
target emotional​ links, sell specific​ benefits/get reactions,​ attention-getting showmanship, exaggerate negative change​ impact, place strongest appeal at the beginning or​ end, and use power of association

Sets with similar terms

Which of the following is a disadvantage of free form slides quizlet?

Which two of the following are the most likely results when a business speaker tells the audience that a handout is missing quizlet?

When speakers choose not to rehearse before giving a business presentation audience members will typically perceive Which two of the following quizlet?

Which of the following should you and your team members do to make your presentation the most effective quizlet?