Different individuals have different reasons for wanting to buy, so when developing a sales presentation, the salesperson must:
A. be sure to have his/her product available to the prospect when the relevant need occurs.
B. be sure to have his/her product available to the prospect when the relevant want occurs.
C. rely on the prospect to see that the good or service will satisfy his/her relevant need/want.
D. make sure his/her sales presentation appeals to all possible needs/wants.
E. determine a prospect's needs and then match the product's benefits to that particular prospect's needs and wants.
Answer: E. determine a prospect's needs and then match the product's benefits to that particular prospect's needs and wants.