Chapter 30 Activities

1. Identify the five types of presentations, and give an example of each.
   • sales presentations
   • proposals
   • staff reports
   • progress reports
   • crisis-response presentations
2. What are the four steps in the motivated sequence (basic sales technique)?
   1. Draw the potential buyer’s attention to the product
   2. Isolate and clarify the buyer’s need for the product
   3. Describe how the product will satisfy the buyer’s need
   4. Invite the buyer to purchase the product