A salesperson who wants to make effective use of handouts during his or her sales presentation should: A. avoid having any white space. B. let the goal of the presentation determine what information should be included in the handout. C. remember information overload is better than information underload. D. use text rather than graphics whenever possible. E. use homemade-appearing handouts to avoid appearing too sophisticated.

The correct answer is B. let the goal of the presentation determine what information should be included in the handout.

Explanation:

What do you want the brochure for? In what part of your target's purchase decision process do you want to use it? What results are you looking to obtain with your advertising brochure?

Brochures can basically serve five contact points in your purchasing process:

Leave-Behind. He is the one who leaves after meeting a potential client.

Point Sale. It is one that is left at counters or strategic points where the potential customer usually is or comes.

Respond to Inquiries. (Answers) It is one that is sent after a potential customer asks about a specific product or service. It is generally online and requires personalized monitoring.

Direct Mail. Sending information to a specific target either via email or postal mail. You are prospecting prospects.

Sales Support Tool. It is one that is used as support in the presentation of sales of service and / or products.

d. all of the above are true.

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