4.What is the difference, if any, between the selling process and the sales presentation?

2.An important part of planning a sales call is the development of a customer benefit plan. What are the major components of the customer benefit plan? What is the difference in developing a customer benefit plan for a General Foods sales person selling consumer products versus an industrial salesperson selling products for a company such as IBM?

6.Define the term selling process. Second, list the major steps in the selling process on the left side of a piece of paper. Third, beside each step of the selling process, write the corresponding mental step that a prospect should experience.

7.Below are 13 situations salespeople commonly face. For each situation, deter mine the mental buying stage that your prospect is experiencing. Give a reason why the prospect is at that stage.

a. "Come on in; I can only visit with you for about five minutes."

b. "That sounds good, but how can I be sure it will do what you say it will

c. "Yes, I see your copier can make 20 copies a minute and copy on both sides of the page. Big deal!"

d. The buyer thinks, "Will the purchase of this equipment help my standing with my boss?"

e. "I didn't know there were products like this on the market."

f. The buyer thinks, "I'm not sure if I should listen or not."

g. "I wish my equipment could do what yours does."

h. "Well, that sounds good, but I'm not sure."

i. "What kind of great deal do you have for me today?"

j. "When can you ship it?"

k. You discuss your business proposition with your buyer, and you receive a favorable nonverbal response.

1."I like what you have to say. Your deal sounds good. But I'd better check with my other suppliers first."

m. You have completed your presentation. The buyer has said almost nothing to You, asking no questions and giving no objections. You wonder if you should a close.

9.Think of a product sold through one of your local supermarkets. Assume were recently hired by the product's manufacturer to contact the store's buyer to purchase a promotional quantity of your product and to arrange for and advertising. What information do you need for planning the sale call and what features, advantages, and benefits would be appropriate in your sales presentation?