Entrepreneurship and Small Business (ESB) Certification Practice Exam

At which stage of the sales process is a presentation shown to a customer?

1. Closing

2. Prospecting

3. Presentation

4. Negotiation

The correct answer is: Presentation

The stage of the sales process where a presentation is shown to a customer is the presentation stage itself. This is a crucial part of the sales process where the salesperson has the opportunity to showcase their product or service to the potential customer. During this phase, the salesperson demonstrates how the offerings meet the needs and resolve the pain points of the customer, often using visual aids or demonstrations to enhance understanding and engagement. The presentation is typically designed to capture the customer's interest and explain the unique value proposition clearly. It allows the salesperson to build rapport and address any objections or questions that the customer may have before moving on to later stages of the sales process, like negotiation or closing the sale.