At the end of appropriate chapters beginning with this chapter, you will find Student Application Learning Exercises (SALES). SALES are meant to help you construct the various segments of your sales presentation. SALES build on one another so that after you complete them, you will have constructed the majority of your sales presentation. Now you are ready to begin developing your sales presentation.
To make Sale 1
1. State what you will sell.
2. Briefly describe the individual and/or organization to which you will sell.
3. List three features of your product, including each feature's main advantage and benefit. Refer back to page 114 for FAB definitions. FAB s should discuss your product, not your marketing plan or business proposition. We'll do that later.
4. Now create a SELL Sequence for each FAB (see page 114). Label each of the components of the SELL Sequence using brackets as shown on pages 119-120.