A salesperson who wants to make effective use of handouts during his or her sales presentation should:
A) avoid keeping any white space in the handout.
B) let the goal of the presentation determine what information should be included in the handout.
C) discuss the contents of the handout while circulating copies among the buyers.
D) eliminate the use of graphics in the handout.
E) ensure that the content in the handout and the presentation are identical.

Question

Quizplus · Accepted Answer

The handout should be tailored to the specific goals of the presentation, including only the necessary information to support those goals. This will help keep the handout concise and focused. A salesperson should avoid overwhelming the buyer with too much information or crowding the handout with too much text or graphics. The handout should also not be a substitute for the presentation, but rather a supplement to it. Discussing the contents of the handout while circulating copies among the buyers can help to reinforce key points and facilitate discussion. Keeping some white space in the handout can also make it easier to read and digest the information. Finally, it is important that the content in the handout and the presentation are consistent but not necessarily identical, as the handout can provide additional details or examples that are not included in the presentation itself.

A Salesperson Who Wants to Make Effective Use of Handouts