MKT627 GDB NO. 1 SPRING 2023 || 100% RIGHT SOLUTION || SALES MANAGEMENT || BY VuTech

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Scenario: 

Presentation is one of the very important steps in the interaction stage of the selling process. Consider there are three sales managers (Mr. X, Y and Z) of three different companies, presenting their product in three different ways of oral presentation. Mr. X is an experienced salesperson who follows the presentation style which is completely flexible. Due to his experience and knowledge of the product he has no issues, whatsoever, in presenting his company’s product to the potential customer with all the flexibility of words. On the contrary, Mr. Y is giving a presentation which has zero flexibility. The features and benefits of the products are very precisely listed down and presented in a strict sequence. It is a thoroughly prepared readymade presentation which includes the FAQs already jolted down. This sort of presentation is easy to execute, however, is boring and has limited application. Mr. Z, on the other hand, is using a type of presentation which has some similarity with that of Mr. Y’s presentation, which means it has proper guidelines and sequence, however, he also has some flexibility of using the words, so he has a choice of using the words as per the need.  

Requirements: 

As per the scenario discussed above identify which type of oral presentation is used by Mr. X, Y and Z. (Only name the type, no explanations required) 2*3

Mr. X _____

Mr. Y _____

Mr. Z _____

Solution:

1- Mr. X - Flexible presentation

2- Mr. Y - Scripted presentation

3- Mr. Z - Guided presentation

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