3391_ch10_net-1 - Offer flexibility – what-if analysis...

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The Sales Presentation
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Strong Presentations Keeping the buyer’s attention Involve the buyer Improving the buyer’s understanding Helping the buyer remember Offering proof Creating a sense of value
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Communication Tools Portfolio charts catalogs and brochures pictures, ads & illustrations testimonials How to display? Low cost Easy to transport Easy to use Easel only w/groups
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Models, Samples & Gifts Good for getting/keeping buyer’s attention Models miniature cutaway actual Maintain interest after the call Exercise caution Assoc. cost varies Easy to transport Easy to operate Good to share w/groups
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Slide Shows & Videos Slide shows Low-to-medium cost to produce Easily customized Overheads, printed or on a computer Videos Sight, sound and motion Trade shows and training Relatively short, show < 4 minutes at a time
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Computers
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Unformatted text preview: Offer flexibility – what-if analysis – easy to customize for individual customer • Information storage capacity • Take extra steps to be prepared – backup batteries, disks, cables – additional practice w/hardware and software – ensure comfortable viewing – use only as a complement, not a replacement – evaluate its effectiveness Product Demonstrations • Offer convincing proof to buyers • Simple, concise & easily understood • Requires additional steps to be prepared – practice – planning • all of correct supplies, power, lighting • any down time? • potential mishaps Written Proposals • Useful when seller does not see decision maker • RFP, RFQ, RFB • The 3 parts 1. Executive summary 2. Current situation/proposed solution 3. Budget • Presenting the proposal...
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