| formula presentation | A presentation by which the salesperson follows a general outline that allows more flexibility and tries to determine prospect needs.
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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.
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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.
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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.
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| need fulfillment | The last phase of a need-satisfaction sales presentation. Here, the salesperson shows how the product will satisfy mutual needs.
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| need-satisfaction presentation | A flexible, interactive type of presentation in which a prospect's needs are thoroughly discussed.
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| problem-solution presentation | A flexible, customized approach involving an in-depth study of a prospect's needs, requiring a well-planned presentation.
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| sales presentation | The actual presentation of the sales message to the prospect.
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