Problem 1: Do all sales calls include a sales presentation? How is a sales presentation different or the same as the sales dialogue?
Problem 2: Canned sales presentations are sometimes frowned upon, especially when associated with manipulative selling tactics of the past. How can canned presentations be used effectively today?
Problem 3: Written sales proposals are often provided in response to a buyer's request for an RFP. Define RFP and discuss some of the challenges of this type of proposal (even though they are becoming common practice in many industries). 3. Describe ways that a salesperson can be prepared for a sales call.
Problem 4: Discuss how the Sales Dialogue Template is different from a sales script.
Problem 5: What is a customer value proposition? What are some characteristics of an effective CVP?
Problem 6: It is said that having an appointment is advantageous and preferable to cold calling. Discuss some recommendations for making an appointment with a prospect.