Chap11 - Chapter 11 ElementsofaGreatSales Presentation 11-2...

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Elements of a Great Sales  Presentation Chapter 11
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C h a p t e r 11 11-2
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11-3 Main Topics Main Topics The Tree of Business Life: Presentation The Purpose of the Presentation Three Essential Steps within the Presentation The Sales Presentation Mix Visual Aids Help Tell the Story Dramatization Improves Your Chances Demonstrations Prove It
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11-4 Main Topics Main Topics Technology Can Help! The Sales Presentation Goal Model  The Ideal Presentation Be Prepared for Presentation Difficulties
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11-5 The Tree of Business Life:  Presentation Guided by  The Golden  The Golden  Rule Rule : Create elements of the  presentation which appeal to the  buyer’s senses and lead to  improved understanding Liven up your talk with drama and  a demonstration Use technology to help make  your message clear Be professional about competition You will see that ethical service  builds true relationships I T C E t h i c a l S e r v Builds u Relationships T T T T T T T T T T T
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11-6 Exhibit 11-1: The Presentation is the  Heart of the Sale An effective approach allows a smooth transition into discussing your product’s features, advantages, and benefits
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11-7 The Purpose of the Presentation Your main goal is to sell your product to your  customer – to help Purpose of the presentation Knowledge Beliefs Desire/Need Attitude Conviction
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11-8 Exhibit 11-2: The Five Purposes of  the Presentation
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11-9 Three Essential Steps Within the  Presentation Fully discuss the features, advantages, and  benefits of your product Present your marketing plan How to resell (for reseller) How to use (for consumer and industrial user) Explain your business proposition What’s in it for your customer?
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11-10 Exhibit 11-3: Three Essential Steps  Within the Presentation
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11-11 Exhibit 11-4: Salespeople Use  These FABs in Their Presentations Features, Advantages, and Benefits of Bix Buckwheat Pancake Mix Features Advantages Benefits Product 1. Traditional “farmhouse” recipe, with freshest ingredients; fortified with vitamins A, B, C, and D; no preservatives 2. User needs only to add water, stir, and cook 1. Great tasting, fluffy and light; highly nutritious 2. Quick and easy to prepare 1. Provides an appealing item; expands breakfast menu; increases breakfast business 2. Requires minimal kitchen time and labor
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11-12 Exhibit 11-4: Salespeople Use  These FABs in Their Presentations,  cont… Features, Advantages, and Benefits of Bix Buckwheat Pancake Mix Features Advantages Benefits Marketing Plan 3. Just in time delivery; weekly as needed 4. Local distribution center 5. An experienced sales
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This note was uploaded on 02/01/2012 for the course MAR 08 taught by Professor Staff during the Spring '08 term at Youngstown State University.

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Chap11 - Chapter 11 ElementsofaGreatSales Presentation 11-2...

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