{"id":130,"date":"2015-07-30T00:10:24","date_gmt":"2015-07-30T00:10:24","guid":{"rendered":"https:\/\/courses.candelalearning.com\/salesx17xmaster\/?post_type=chapter&p=130"},"modified":"2015-07-30T00:10:24","modified_gmt":"2015-07-30T00:10:24","slug":"review-and-practice-10","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/chapter\/review-and-practice-10\/","title":{"raw":"Review and Practice","rendered":"Review and Practice"},"content":{"raw":"
\r\n

<\/h2>\r\n
\r\n

Power Wrap-Up<\/h3>\r\nNow that you have read this chapter, you should be able to understand how to deliver value in a sales presentation.\r\n
    \r\n\t
  • You can plan<\/strong> the steps you need to take to prepare for a sales presentation.<\/li>\r\n\t
  • You can describe<\/strong> how to dress for success at a sales presentation.<\/li>\r\n\t
  • You can explain<\/strong> how to deliver the message to your prospect.<\/li>\r\n\t
  • You can understand<\/strong> SPIN and how to use it during the sales presentation.<\/li>\r\n\t
  • You can list<\/strong> the five steps of a successful presentation.<\/li>\r\n\t
  • You can understand<\/strong> how to have a successful job interview.<\/li>\r\n<\/ul>\r\n<\/div>\r\n
    \r\n

    Test Your Power Knowledge (answers are below)<\/h3>\r\n
      \r\n\t
    1. Explain what it means to deliver value to your customer.<\/li>\r\n\t
    2. What is the best rule of thumb for dressing for a sales presentation?<\/li>\r\n\t
    3. List three dos and three don\u2019ts for giving a PowerPoint presentation.<\/li>\r\n\t
    4. Explain the 10\/20\/30 rule for a PowerPoint presentation.<\/li>\r\n\t
    5. What are the benefits of using samples or demonstrations in your presentation?<\/li>\r\n\t
    6. List the four components of SPIN selling.<\/li>\r\n\t
    7. Give an example of a closed-ended question.<\/li>\r\n\t
    8. Give an example of an open-ended question.<\/li>\r\n\t
    9. What should you always do before making a specific benefit statement?<\/li>\r\n\t
    10. When should you deliver the proposal in a sales presentation and why?<\/li>\r\n<\/ol>\r\n<\/div>\r\n
      \r\n

      Power (Role) Play<\/h3>\r\nNow it\u2019s time to put what you\u2019ve learned into practice. Following are two roles that are involved in the same selling situation\u2014one role is the customer, and the other is the salesperson. This will give you the opportunity to think about this selling situation from the point of view of both the customer and the salesperson.\r\n\r\nRead each role carefully along with the discussion questions. Then, be prepared to play either of the roles in class using the concepts covered in this chapter. You may be asked to discuss the roles and do a role-play in groups or individually.\r\n\r\nIn the Driver\u2019s Seat\r\n\r\nRole: Customer at a high-end car dealership<\/em>\r\n\r\nYou are considering a new car. You want performance, but you still need some space for passengers. You want the latest and greatest, yet still be comfortable and be able to transport people and things easily. You are willing to pay for what you want, but given the current economic environment, you are concerned about paying too much.\r\n
        \r\n\t
      • What type of presentation would you expect to get at the car dealership?<\/li>\r\n\t
      • What questions will you have for the salesperson about the car?<\/li>\r\n\t
      • What questions will you have for the salesperson about the financing for the car?<\/li>\r\n<\/ul>\r\nRole: Salesperson at car dealership<\/em>\r\n\r\nYou want to be able to put this customer in the car he wants, but first you need to identify some things. If he has a family and needs space, you have just the car for him. And you have a price reduction for this week only since it\u2019s the last week of the month (and you want to make your quota). But you\u2019re not sure what is more important to him\u2014luxury appointments, passenger space, gas mileage, status, or price. You want to use SPIN selling to understand exactly what he needs.\r\n