Charles M. Futrell,
Texas A&M University
| formula presentation | A presentation by which the salesperson follows a general outline that allows more flexibility and tries to determine prospect needs.
(See 217)
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| memorized presentation | A type of presentation in which the salesperson does 80 to 90 percent of the talking, focusing on the product and its benefits rather than attempting to determine the prospect's needs.
(See 214)
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| need awareness | The stage at which the salesperson is aware of the buyer's needs and takes control of the situation by restating those needs to clarify the situation.
(See 219)
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| need development | In a need-satisfaction sales presentation, the stage at which the discussion is devoted to the buyer's needs.
(See 219)
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| need fulfillment | The last phase of need-satisfaction sales presentation. Here, the salesperson shows how the product will satisfy mutual needs.
(See 219)
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| need-satisfaction presentation | A flexible, interactive type of presentation in which a prospect's needs are thoroughly discussed.
(See 218)
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| problem-solution presentation | --undefined--
(See 220)
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| sales presentation | The actual presentation of the sales message to the prospect.
(See 213)
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2002 McGraw-Hill Higher Education