12-1: Distinguish among the three types of need-satisfaction presentations: informative, persuasive, and reminder.

12-2: List the guidelines to follow in planning an effective consulative presentations.

12-3: Discuss the advantages of using the presentation worksheet.

12-4: Explain what a salesperson should organize the sales presentation so that it appeals to as many of the five senses as possible.

12-5: What are the guidlines to be followed when developing a persuasive sales presentation?

12-6: Describe the merits of a bound paper presentation. What can be done to strengthen the persuasive power of a bound paper presentation?

12-7: Explain how magazine and trade journal reprints can be used to assist the salesperson in a persuasive sales presentation.

12-8: Describe the audiovisual presentation fundamentals.

12-9: What are some of the common sales functions performed by small laptop computers and demonstration software?