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A presentation worksheet allows a salesperson to pre-plan a presentation focusing on key product characteristics to solve a prospect’s problem. The product is a mattress. Match the following sentences to its appropriate worksheet definition. Must match all correctly.

High-performance salespeople will offer a prospect multiple generic solutions that might meet their needs. This assures that at least one of the many offered solutions may generate the prospect’s interest to buy.

When making a presentation, Brian Tracy recommends which of the following? Check all the correct answer(s). Must answer all correctly.

USAA corporate buyers typically want to know the return to their business from any large purchase of a product. What is the return on investment for a new phone system costing $15,000 but saves the company $18,000 over its current phone system?

In B2B sales, corporate decision makers and financial managers are typically concerned about the estimated time their large investment will break-even. Which of the following is the time it will take to break-even for the purchase of an HVAC system costing $750,000 for a manufacturing plant that is projected to save $85,000 annually in utility costs?

To prove to the Costco corporate buyer that the added cost of buying Just Bare Lightly Breaded Chicken Breast Strips will actually generate more revenue to Costco stores, the Just Bare salesperson provides evidence of the purchase behavior at similar grocery stores. This evidence is known as opportunity cost.

An effective use of testimonials during a presentation is for the salesperson to summarize the highlights of the testimonial and then ask the prospect to “Please read the comments yourself.”.

Target’s corporate buyers are frequently juggling how best to spend any disposable money. When considering investing $25,000 to purchase your product they may also be weighing what they could possibly earn from investing the same $25,000 to satisfy other needs of the business. This buyer analysis is known as what?

Testimonials from satisfied customers are known as “earned testimonials” because the salesperson’s professionalism, service, and quality of the product contributed to the prospect’s willingness to share their positive thoughts about the product with others.

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