Most potential buyers are interested in performance data and specifications. Some typical questions that might be raised by prospects are:
“What is the frequency response for this stereo loudspeaker?”
“What is the anticipated rate of return on this mutual fund?”
“What is the energy-consumption rating for this appliance?”
“Are all your hotel and conference center rooms accessible to persons with physical disabilities?”
A salesperson must be prepared to address these types of questions in the written sales proposal and the sales presentation. Performance data are especially critical in cases in which the customer is attempting to compare the merits of one product with another.
To become familiar with the performance ...