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A3-49
Copyright © 2018 Pearson Education, Inc.
The third sales call will take place in your office. Your salesperson’s objectives will be
to solve your meeting needs, negotiate any concerns, close, and service the sale. The sales call
will last about 20 minutes.
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ROLE-PLAY 3B—Corporate Accounts Customer’s Instructions
Creating a Presentation Strategy
2. My recent vacation:
3. Large picture of Napoleon on my wall.
5. My cousin is Linn Compiano.
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Copyright © 2018 Pearson Education, Inc.
Role-Play Instructions
1. Allow salesperson to initiate greetings. Discuss any relationship information your
salesperson wants to talk about from the first sales call.
2. Your salesperson will review all six of your needs. Respond with “Yes, I believe that
is what I need.”
3. Next, your salesperson should restate a need, show you a proof device, describe a
benefit, and use a confirmation question to see if you understand, and agree what was
shared will meet your need.
4. Your salesperson, using a sales portfolio presentation strategy, will proceed through
all six of the needs using the same sales process identified in Instruction 3 above.
After each question, you should agree, or you may raise objections as outlined in
Instruction 5 below.
5. At your discretion throughout the presentation, you should communicate, one at a
time, each of the following objections. After your salesperson successfully negotiates
a solution, you should agree and go on.
• Price—After your salesperson shares the price, your concern should be: “Your
price is higher than the budgeted figure that I mentioned in our second meeting.”
Or, at any time, you may ask what the price is and then raise the above objection.
• Time—At any time, you may raise the time objection. Your concern should be:
“This is an important decision, so my normal procedure is to take a day to study
and think about the solution. I will get back in touch with any concerns and then
confirm.”
• Source—Your source objection should be: “I need to check with the Marriott to
see what their proposal is.”
6. After your salesperson has answered all your objections, summarize the benefits, and
closed the sale, you should be prepared to sign the proposal.
7. Note the date your salesperson will call to confirm meeting details. End the meeting.
8. Return this form to the instructor. Fill out Assessment Form 3: Presentation Strategy
on T475.
A3-52
Name______________________________
PARTNERING IN ACTION
FINAL EXAM
T F
1. Ricardo Guido is the new Executive Housekeeper for the Park Shores International.
T F
2. All room rates at the Park Shores are subject to a hotel/motel tax of 8 percent.
T F
3. As a value-added strategy, free coffee is served in the Park Shores lobby each
morning from 6 to 8 A.M.
T F
4. The Park Shores charges only $2.00 a day for guest parking.
T F
5. Groups reserving rooms at the Park Shores receive a special room rate.
T F
6. One of the Park Shores’ competitive disadvantages is the quality of food.
T F
7. The Park Shores has been positioned with a “low price” product strategy.
T F
8. The Park Shores has been positioned in the New and Emerging Product category.
T F
9. The manager of the Park Shores does all the pricing for sales proposals.
T F
10. At the Park Shores, “special attention to detail” is not as important product
knowledge as is general knowledge of the services provided.
T F
11. Salespeople today have a large responsibility to custom fit product solutions to each
customer’s specific need.
T F
12. Park Shores salespeople must understand the specific capabilities of each of the
meeting rooms.
T F
13. The design and ambiance of the Park Shores would not make a strong sales appeal.
T F
14. Knowing the room schedule at the Park Shores could become a strong sales appeal.
T F
15. The Park Shores is not positioned in a highly competitive market.
T F
16. One of your call objectives in Role-Play 1 was to find out what your customer
needed.
T F
17. Role-Play 3 required you to prepare a list of feature/benefit statements to use in your
sales call.
T F
18. In Role-Play 3, you were instructed to carefully summarize your customer’s buying
conditions.
T F
19. Comment on how here and now observations should be used extensively in Role-
Play 1.
T F
20. One of your call objectives from Role-Play 1 was to reestablish the relationship.
T F
21. To secure additional information in Role-Plays 1 and 2, you were instructed to use
benefit statements.
T F
22. Taking notes was more important in Role-Play 3 than it was in Role-Play 1 or 2.
T F
23. In Role-Play 2, you presentation plan was to describe an appealing benefit of the
facility.
T F
24. A portfolio is a good way to establish a relationship.
T F
25. After Role-Plays 1 and 2, you would normally add data to the prospect file.
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T F
26. After Role-Plays 1 and 2, you were in more control of the sales call than you were in
Role-Play 3.
T F
27. In Role-Play 3, you were more in control of the sales call than you were in Role-
Plays 1 and 2.
T F
28. Probing questions were used extensively in Role-Play 2.
T F
29. Proof devices were used most extensively in Role-Play 2.
T F
30. Precise General survey questions can be strategically prepared prior to the sales call.
T F
31. Precise Specific survey questions are strategically prepared prior to the sales call.
T F
32. Need-satisfaction questions are frequently used during the first sales call.
T F
33. Your call objectives for Role-Play 3 included discovering you customer’s buying
conditions.
T F
34. Your call objectives for Role-Play 3 included making a persuasive presentation.
T F
35. Your presentation plan for Role-Play 3 included preparing a sales proposal.
T F
36. Your presentation play for Role-Play 3 included the preparation of four closing
methods.
T F
37. You call objectives for Role-Play 1 included negotiating any of your customer’s
concerns.
T F
38. One of the closing methods recommended for you presentation plan was lowering
the price 10 percent to get your customer’s approval.
T F
39. One method of servicing the sale is to assure your customer that you will be
available in the hotel the day of the meeting.
T F
40. One method of servicing the sale effectively is to schedule your next contact with
your customer after the meeting is held.
T F
41. Knowing the prices of your competition can be effective in negotiation the source
objection.
T F
42. Showing and telling are important concepts when using proof devices.
T F
43. Making sure you present all you company’s feature and benefits is important in your
presentation.
T F
44. If an error is made on the sales proposal in your customer’s favor, it is easy for you
to change it after the form is signed.
T F
45. Confirmation questions are important tools to use in making sure your customer
understands the benefits of your produce.
T F
46. In signing the sales proposal, your customer is generally relying on you to be the
expert problem solver.
T F
47. Using the room schedule was one method of overcoming the price objection.
T F
48. Free parking and transportation are sales tools to use in overcoming the price
objection.
T F
49. A salesperson should usually lower prices rather than adding value in negotiating
the price objection.
T F
50. There were no pending problems with the scheduling of meeting rooms.
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Copyright © 2018 Pearson Education, Inc.
Name___________KEY________________
PARTNERING IN ACTION
FINAL EXAM
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Copyright © 2018 Pearson Education, Inc.
T F
26. After role-plays 1 and 2, you were in more control of the sales call than you were in
Role-Play 3.
T F
27. In Role-Play 3, you were more in control of the sales call than you were in role-
plays 1 and 2.
T F
28. Probing questions were used extensively in Role-Play 2.
T F
29. Proof devices were used most extensively in Role-Play 2.
T F
30. Precise General survey questions can be strategically prepared prior to the sales call.
T F
31. Precise Specific survey questions are strategically prepared prior to the sales call.
T F
32. Need-satisfaction questions are frequently used during the first sales call.
T F
33. Your call objectives for Role-Play 3 included discovering you customer’s buying
conditions.
T F
34. Your call objectives for Role-Play 3 included making a persuasive presentation.
T F
35. Your presentation plan for Role-Play 3 included preparing a sales proposal.
T F
36. Your presentation play for Role-Play 3 included the preparation of four closing
methods.
T F
37. You call objectives for Role-Play 1 included negotiating any of your customer’s
concerns.
T F
38. One of the closing methods recommended for you presentation plan was lowering
the price 10 percent to get your customer’s approval.
T F
39. One method of servicing the sale is to assure your customer that you will be
available in the hotel the day of the meeting.
T F
40. One method of servicing the sale effectively is to schedule your next contact with
your customer after the meeting is held.
T F
41. Knowing the prices of your competition can be effective in negotiation the source
objection.
T F
42. Showing and telling are important concepts when using proof devices.
T F
43. Making sure you present all you company’s feature and benefits is important in your
presentation.
T F
44. If an error is made on the sales proposal in your customer’s favor, it is easy for you
to change it after the form is signed.
T F
45. Confirmation questions are important tools to use in making sure your customer
understands the benefits of your produce.
T F
46. In signing the sales proposal, your customer is generally relying on you to be the
expert problem solver.
T F
47. Using the room schedule was one method of overcoming the price objection.
T F
48. Free parking and transportation are sales tools to use in overcoming the price
objection.
T F
49. A salesperson should usually lower prices rather than adding value in negotiating
the price objection.
T F
50. There were no pending problems with the scheduling of meeting rooms.
