Strengthening the presentation

Question 1

Presentation types

Answer 1

Standard memorised presentation

Outlined presentation

Customised (adaptive) presentation

Question 2

Social style matrix

Answer 2

Analyticals, Drivers, Amiables, Expressives

Question 3

Strong presentation (5 factors)

Answer 3

1. Keep buyer’s attention
2. Improve buyer’s understanding
3. Help buyer to remember
4. Offer proof of assertions
5. Create sense of value

Question 4

The pyramid principle

Answer 4

1. Conclusion
2. Main arguments
3. Facts about arguments

Question 5

What should a salesperson do after having identified the customers’ social style?

Answer 5

You need to adapt the presentation based on the costumers.

For instance
Drivers: Direct, businesslike