fos chapter 10

fos chapter 10 - CHAPTER 10 Begin Your Presentation...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
Begin Your Presentation Strategically LECTURE OUTLINE I. THE TREE OF BUSINESS LIFE: THE BEGINNING A. First seek to understand, then to be understood. B. Care shown at the beginning of the conversation allows you to proceed with your presentation, often resulting in a sale. II. WHAT IS THE APPROACH? A. For the salesperson, the approach refers to the time from when the buyer is first seen to when the salesperson begins to discuss the product. B. The approach is the third step in the selling process, but it’s the first step in the sales presentation. III. THE RIGHT TO APPROACH A. Justify your right to sell your product to the prospect by showing him how your product will benefit him (and his company). B. You may earn the right to his attention in a number of ways: 1. By exhibiting specific product or business knowledge. 2. By expressing a sincere desire to solve a buyer’s problem or satisfy a need. 3. By stating or implying that your product will save money or increase the firm’s profit margin. 4. By displaying a service attitude. IV. THE APPROACH - OPENING THE SALES PRESENTATION A. Your attitude during the approach. Cope with stress by: 1. Using creative imagery. 2.
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 02/02/2012 for the course MKTG 305 taught by Professor Futrell during the Spring '11 term at Radford.

Page1 / 4

fos chapter 10 - CHAPTER 10 Begin Your Presentation...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online