Pre- planning is an essential step in making a sales presentation. Assume you are working for Apple (or any other marketer of desktop and laptop computers) and plan to make a sales presentation to your school. The school is going to purchase or lease desktop computers for a new 50- station lab and is in the process of securing information from various computer suppliers. What questions would you ask to deter-mine your prospect’s specific needs? What benefits would you stress when planning the sales presentation and why? What objections do you foresee being raised by the buyer? You may wish to discuss this question with the individual responsible for information technology at your school.

  • CreatedSeptember 03, 2015
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