Ch_11_PP_5th_Edition

Ch_11_PP_5th_Edition - CHAPTER 11 Making the Presentation...

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1 Learning Objectives: Understand how to make a presentation. Learn how units of conviction help prospects reach a buying decision. Discover effective tactics for making a sales presentation. Study different methods for involving the prospect. Understand the significance of using a demonstration. Examine the different types of sales aids available for use in presentations. Recognize the value of using technology in making presentations. Making the Presentation CHAPTER 11 CHAPTER 11
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2 The Salesperson’s Curse You know your product better than you know how your client’s business can use it.”
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3 The Purpose of The Presentation Provide knowledge using the features, advantages, and benefits of your product, marketing plan, and business proposal Allow buyer to develop positive personal attitudes toward your product Convert need into want and into the belief that your product can fulfill those wants Convince the buyer that not only is your product the best, but also that you are the best source to buy from
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4 Specific Call Objectives for Interviews Initial call : Establish rapport and gather information Survey call : Meet decision makers; uncover buying motives Proposal call : Presentation, handle objections, trial close Closing call : Ask for buyer’s commitment The call objective is dictated by: How much information about the prospect is available The type of product or service you are selling Other factors unique to your own business and that of the prospect
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5 Sales Call Planning Sheet Name and address Type of company Sales tools to take Major competitors Sales call objective Needs analysis Results of call Best times to call on prospect Buyer background and profile Presentation strategies and tactics Names of other individuals (influencers,etc.)
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6 Style of the Presentation The Memorized Presentation Quick Productivity Beneficial during initial learning periods Reliable Information
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Ch_11_PP_5th_Edition - CHAPTER 11 Making the Presentation...

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