Professional Salesmanship

Matthew C. Tejada Mrs. Castillo

IV-BA1

Prefinal Exam
A. Using the FAB selling technique, make a sales presentation for the following products/services (40
pts.).

1. Funeral Plan
“Guaranteed acceptance, regardless of health or age. Your pre-paid funeral plan application will be
accepted without the need to complete a medical questionnaire and as long as you are over the age of
18 which will be convenient to you. We provide terminal illness cover, accidental injury benefit,
accidental death cover because we are a funeral plan company that cares about our clients, you don’t
have to worry about anything regarding your funeral plan if you choose us.”

2. Sinovac Vaccine
“Sinovac Vaccine has a decent efficacy rate of 80-87 percent, much cheaper and more accessible than
other vaccines in the market.”

3. Laxatives
“The laxative we offer is fast-acting, safe, and highly-effective for constipation and other digestive
problems, we have a variety of laxatives like osmotics, stool softeners, stimulants, and suppositories.”

4. Raincoat
“Our raincoats is made of high-quality fabric, which is wear-resistant, weather resistant, moisture and
dirt resistant, doesn’t shrink after wash, easy care, and with a stylish look. Our raincoat has a variety of
colors and some have prints which other raincoats don’t have, and we also provide freebies for every
purchase. Our raincoats are stylish, comfortable, high-quality, and long-lasting.”

B. Explain the process of trial close in selling (10 pts.).

Firstly, the salesperson uses certain variety of questions and observations to ask the customer about
their order, then they try to find out what the buyer thinks regarding the product, whether the buyer is
interested in buying the product or not.