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Chapter 10 Topics

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Chapter 10 Topics

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    2. Chapter 10 Topics

    3. Why worry about strengthening the presentation?

    4. See if you can tell a story following these suggestions:

    5. Visual Communication Tools Available to Salespeople

    6. Communication Tools: Electronic Media

    7. Using an ad to convince the buyer the firm is committed to product success.

    8. Using PowerPoint®

    9. Using PowerPoint®

    11. Hints for Utilizing Visual Aids

    12. Communication Tools: Product Demonstrations

    13. Some Hints for Developing and Engaging in a Demonstration

    14. Communication Tools: Written Proposals

    15. Quantifying the Solution

    16. Quantifying the Solution: Cost-Benefit Analysis

    17. Quantifying the Solution: Return on Investment

    18. Quantifying the Solution: Payback Period

    19. Quantifying the Solution: Net Present Value

    20. How Selling Style Relates to Controlling the Presentation

    21. Getting Practice in Supporting

    22. Be Sure to Probe First

    23. Recap of How to Present a Solution

    24. Introduction

    25. “We are, which is why I wanted to meet with you today.”

    26. Susan and Jay agree on an agenda.

    27. “Fine. What would you like to know?”

    28. Susan asks an open-ended question to learn information.

    29. “As you can see, we’ve simply added furniture as we’ve grown, putting new furniture wherever there was space. … We need that modular type of furniture I’ve seen advertised.”

    30. Susan asks an open-ended question to learn more.

    31. “The rooms are all different. Some are small – not all of them are perfectly rectangular – lots of different and unusual layouts. … I want furniture that will make efficient use of all the space.”

    32. Susan explains how her product can meet Jay’s needs.

    33. “Yes it is. Exactly!”

    34. Susan asks an open-ended question to discover other possible needs.

    35. “One thing’s for sure. I don’t want to repeat the problem we’ve got with the reception desk in this building.”

    36. Susan asks an open-ended question to learn more.

    37. “The receptionist's desk, mainly. I want a new one!”

    38. Susan probes for more information.

    39. “We give her a lot of important work, and she needs space to get it all done. So I want a desk that will let her spread her paperwork out, but won’t make the reception area look like a paper jungle.”

    40. Susan explains her proposed solution.

    41. “Yes, this is exactly what I was looking for. … Console – yes.”

    42. Susan probes to see if Jay has any other problems.

    43. “Partners typically want to pick their own office décor. I can understand that – I like to pick my own too. But if everyone picks their own, we’ll have problems.”

    44. Susan asks for clarification.

    45. “Without any restrictions, the décor the partners choose might be too different from each other. A consistent look in our new offices would complement the professional look of the reception area. Yet, I don’t know what to do about offering the other partners a choice.”

    46. Susan confirms her understanding.

    47. “That’s it exactly. I want variety, but also consistency, if that makes any sense.”

    48. Susan acknowledges Jay’s need.

    49. Susan prepares to explain her solution.

    50. Susan explains her proposed solution.

    51. Any questions about the terminology?

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