Question

In the context of the most common sales presentation types, which of the following statements is true about the standard memorized presentation?
a. Its effectiveness is limited because it offers no opportunity for the salesperson to tailor the presentation to the needs of a specific customer
b. It fails to help bring new salespeople up to speed quickly or to give them confidence. Its applicability is an advantage because it lets a salesperson demonstrate empathy, which is an important step in developing a partnering relationship
c. It is more informal and natural than the customized presentation. It provides more opportunity for a customer to participate in the sales interaction than does an outlined presentation

Answer 1

Answer:

A) Its effectiveness is limited because it offers no opportunity for the salesperson to tailor the presentation to the needs of a specific customer

Explanation:

An standard memorized presentation is a sales presentation that is repeated over and over again to different clients. Actually it should include the best highlights and key selling points, but none the less, it is basically the same presentation every time. Depending on what you are selling and if you are a new salesperson, this might be effective, for example for selling pharmaceutical products, since you are always selling to the same audience, doctors.

But I sincerely doubt that this technique is effective most of the time or at last for most products. People have a tendency to be curious, so generally your clients will ask you things about your products and also your clients are not always the same. Imagine if you are trying to sell clothes, cars or furniture, etc., your sales pitch should not be same for all your clients.