Sales Presentation
For this assignment, you will create a narrated PowerPoint presentation that summarizes for a hypothetical boss your sales strategy and approach; in other words, the process, steps, and information you would follow and use as a new salesperson. The slides should describe your approach to the sales presentation, not be a sales presentation itself. The goal is to demonstrate that you understand the consultative selling process.
Include 2-4 slides for each of the following main components of the sales presentation, using your example product. Be sure to clearly organize your information to highlight key components.
-Orienting:
- Describe product or service.
- Describe target customer and provide a profile.
- Define a qualified prospect.
- Describe qualification process.
- Other.
-Prospecting and communication:
- Describe prospecting methods.
- Describe ways to achieve good social contact.
- Describe methods to achieve good business contacts.
- Describe a typical sales cycle (how many calls).
- Other.
-Presentation preparation:
- Determine sales approach: team versus individual sales approach? Explain why.
- Describe functions of those involved.
- Give location of presentation.
- Explain equipment and supporting collateral.
- Provide timing of presentation, length, et cetera.
- Is this a demonstration, presentation, or both?
- Other.
-Sales presentation components:
- List presentation objectives.
- Provide questions to determine prospect needs.
- Give features and benefits.
- Provide the key message.
- Explain which selling tools you will use.
-Other:
- Explain how you will negotiate sales resistance.
- Describe any anticipated sales resistance and level of severity or concern.
- Explain how you plan to provide resolution or response to resistance.
-Closing the sale:
- Provide your closing clue.
- Give your closing method.
- Provide a closing statement.
- Other.
-After sale service:
- Describe additional items you will suggest to the customer.
- How will you assist the customer with delivery and/or installation, warranty and/or service contract, and securing credit arrangements?
- What type of post-sale courtesy contacts will you make?
- Method of adding value.
- Message to customer.
- Post sale contact plan/relationship building.
Remember that this is not a sales presentation itself, but a presentation of how you would go about this presentation.