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Chap09 - Chapter 9 9-2 Chapter 9 MainTopics :Presentation...

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Carefully Select Which Sales  Presentation Method to Use Chapter 9
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C h a p t e r 9 9-2
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9-3 Main Topics Main Topics The Tree of Business Life: Presentation Sales Presentation Strategy Sales Presentation Methods–Select One  Carefully The Group Presentation  Negotiating So Everyone Wins Sales Presentations Go High-Tech Select the Presentation Method, Then the  Approach Let’s Review before Moving On!
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9-4 The Tree of Business Life:  Presentation Methods Guided by  The Golden  The Golden  Rule Rule : Master the art of creating effective  sales presentations Have fun presenting your product Select your presentation method  based on: Prior knowledge of customer Sales call objective Customer benefit plan You will see that ethical service  builds true relationships I T C Ethical Servi ce Builds T r u e Relationships T T T T T T T T T T T
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9-5  The Sales Presentation Completely and clearly explains all aspects of  the salesperson’s proposition as it relates to  a buyer’s needs
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9-6 There are Several Sales Presentation Methods  and You Must Select One According to Your: Prior knowledge of the customer Sales call objective Customer benefit plan
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9-7 Exhibit 9-1: The Third Step in the Sales  Process  is the First Step in the Sales Presentation The sales presentation method  determines how you open your  presentation
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9-8 Sales Presentation Strategy Salespeople face numerous situations Salesperson to buyer Salesperson to buyer group Sales team to buyer group Conference selling Seminar selling
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9-9 Exhibit 9-2: The Structure of Sales  Presentations
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9-10 Exhibit 9-3: Participation Time by Customer and  Salesperson During a Memorized Sales Presentation
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9-11 Why Choose the Memorized (Canned)  Sales Presentation Method? Because it: Ensures the salesperson gives a well-planned presentation Ensures all of the company’s salespeople discuss the same information Both aides and lends confidence to the inexperienced salesperson It is effective when: Selling time is short, as in door-to-door or telephone selling The product type is non-technical – such as books, cooking utensils, or cosmetics
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9-12 Because it: Presents FABs that may not be important to the buyer Allows for little prospect participation Is impractical to use when selling technical products that require prospect input and discussion Requires the salesperson to proceed quickly through the
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