Reference no: EM131235148

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.