When planning sales presentations, the salesperson must:
A) List all the features and benefits his/her product provides
B) Identify the major competitive advantages of his/her product
C) Write a script to guide the sales encounter
D) Remember that most prospects have the same needs and expectations.
E) Remember to focus on customer needs and how the customer defines value

Question

Quizplus · Accepted Answer

Focusing on customer needs and how the customer defines value is crucial in sales presentations as it ensures that the presentation is tailored to address the customer's specific needs and desires. Listing features and benefits, identifying competitive advantages, and writing a script are all important aspects of a sales presentation, but they are ineffective if they do not address the customer's needs and provide value to them. Additionally, assuming that all prospects have the same needs and expectations is a common mistake that can lead to ineffective sales presentations.

When Planning Sales Presentations, the Salesperson Must