Selling Today: Partnering to Create Value, 14/e

Product Demonstration Approach

This straightforward method of getting the prospect’s attention can be achieved by showing the actual product, a sample, a mock-up, a video, or a well-prepared brochure either in print form or on a computer screen. It is a popular approach used by sales representatives who sell convention services, technical products, pharmaceuticals, photographic equipment, automobiles, construction equipment, office furniture, and many other products. In many multi-call situations, salespeople leave samples for the customer to examine and try out at a later date. Trish Ormsby, a sales representative for Wells Fargo Alarm Services, uses her laptop computer to create a visual image of security systems that meet the customer’s security ...