(Solved Homework): Briefly explain each of the four sales presentation methods (Memorized, Formula,…

Briefly explain each of the four sales presentation methods (Memorized, Formula, Need-Satisfaction, and Problem-Solution), include any similarities and differences in your answer?

Expert Answer

Memorized type of sales presentation methods are one of the majorly used sales presentation methods. What the sales person has to speak to the prospective buyer is already memorized by the sales person and it is delivered perfectly to the customer. The presentation given by all the sales person are one and the same. By using this kind of sales presentation methods the news comers in this field could gain confidence in the selling process, since all the presentation he has to make to the customer is preplanned and well prepared. He doesn’t need to react to the situations differently. This method is effective when the time given to sell the product is very short. Products with technical details which needs to be explained cannot be delivered effectively by using this kind of a sales presentation method. The prospective buyer cannot participate in this kind of a sales presentation.

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In the formula based sales presentation, the sales person could have already contacted the prospective buyer. There is some reasonable amount of time in this kind of a sales presentation where the buyer and seller could interact among themselves. The sales person already knows the questions that could be posted from the buyers side and could prepare well to answer them. Pharmaceutical goods are sold by these kind of formula based sales presentation. A product which has technical specifications are also sold by this method.

Need satisfaction is a kind of sales presentation where the need for the product is first developed, then the awareness of the need is instilled in the buyer and the fulfillment of the need is done by the sales person. The presentation is very interactive in the need satisfaction method. The sales person asks certain questions to the prospective buyer to develop the needs and make him aware that he is in need of something. High value products are sold by this kind of a sales presentation. Only skilled sales persons could adopt this kind of a strategy. The sales person need to have high control over the conversation to close the deal.

In the Problem solution sales presentation, the prospective buyer has to allow the sales person to conduct the actual test in a given situation and make the buyer understand that there is problem that exists with his situation. The buyer then agrees that he has a problem and wants a solution to solve the problem. Then the sales person comes up with the solution and the product sale is closed when the buyer accepts the solution. Highly complex products are sold with this kind of sales presentation. An in-depth analysis of the need is done before meeting the prospective buyer.

Each sales presentation method are different in its own way and needs to be adopted according to the situation and the product that needs to be sold.

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