If, as a salesperson, you are using a “canned presentation,” what are

QUESTION

If, as a salesperson, you are using a “canned presentation,” what are you most likely doing?

A) asking questions to test the prospect’s willingness to buy
B) determining the customer’s needs, and then tailoring your presentation to those needs
C) using a fixed, memorized selling approach to present the product
D) asking the prospect to purchase the product
E) determining if the prospect has the authority to buy and the ability to pay

ANSWER

Answer: C
Explanation: C) A canned presentation is one that uses a fixed, memorized approach to present the product.