1) Recognize a feature, a benefit for each of following products: a camera, a backpack, fat-free ice cream, lawn care service.
2) What are the disadvantages and advantages of using prepared, or canned, sales presentation? Provide exs of when using a canned presentation may be better than using the less structured presentation.
3) If the sales person doesn’t believe that the customer has been honest in giving her opinions regarding the product, what should he do?
4) If the customer says to sales person, "You seem like nice guy and I would like to purchase from you personally, but I don't think your company is worth a nickel!" What should salesperson say?
5) I have often been said that salesperson is born, not made. Do you agree or disagree? Discuss why?