Kaygo Tires,Inc.designs and manufactures tires for the trucking industry.Their products include tires for semi cabs as well as trailers of various sizes and weight limits.A sales representative for Kaygo is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-As part of the preparation for the presentation,the sales representative should:
A)research the trucking company's operations and needs
B)memorize the standardized presentation script
C)install web conferencing software on the buyer's computer
D)come up with a persuasive argument for the buyer
E)include as much information as possible in the presentation

Question

Quizplus · Accepted Answer

Researching the trucking company's operations and needs will help the sales representative tailor the presentation to meet the specific requirements of the buyer. This will create a better connection with the buyer and increase the likelihood of a successful sale. Memorizing a standardized presentation script or including too much information in the presentation may not address the buyer's specific needs or concerns. Installing web conferencing software may be useful for the presentation, but it is not the most important factor in preparing for the meeting. Similarly, while a persuasive argument may be important, it should be based on the research conducted about the buyer's operations and needs.