Merits and demerits of using prepared sales presentation, Operation Management

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1-) Identify a feature, an advantage, and a benefit for each of the following products: a camera, a backpack, fat-free ice cream, lawn care service.

2-) What are the advantages and disadvantages of using prepared, or canned, sales presentation? Give examples of when using a canned presentation might be better than using a less structured presentation.

3-) If the sales person does not believe that the customer has been honest in giving her opinions about the product, what should he do?

4-) If the customer says to the sales person, "You seem like a nice guy and I would like to buy from you personally, but I don't think your company is worth a nickel ! " What should salesperson say?

5-) I has often been said that salesperson are born, not made. Do you agree or disagree? Explain why?


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