Question

Cutco is a manufacturer of high-end cutlery for the home chef and markets their products through a sister company, Vector Marketing who often contracts with college students who are independent sales representatives for the company. Vector provides free product and sales training to their independent sales representatives and encourages them to take food with them on sales calls such as apples, cucumbers, tomatoes or other fresh produce so that prospective customers can actually use the knives and experience the Cutco difference. In addition, Cutco is relatively famous for their kitchen shears that can cut through a penny and during training, all Vector Marketing representatives are taught how to show the versatility and value of the shears. Which step in the sales process would a Vector Marketing representative have customers use the knives or kitchen shears

Answer 1

demonstration / presentation

Step-by-step explanation:

generally the sales process is divided into 7 or 8 stages, I personally prefer the 7 stage approach specially for B2C (business to consumer) products:

1. Prospecting
2. Preparation
3. Approach
4. Presentation or demonstration depending on the product: e.g. in this case, the marketing representatives show their potential customers how their knifes, forks and other cutlery work. They are demonstrating the differences between using their products vs the competition.
5. Handling objections
6. Closing
7. Follow-up