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Perform pre-sales activities to facilitate sales presentation

Perform pre-sales activities to facilitate sales presentation. 4.09. SALES METHODOLOGIES. S ales process used to generate revenue Methodologies include: Personal Selling Telemarketing Direct Mail. PERSONAL SELLING.

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Perform pre-sales activities to facilitate sales presentation

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  1. Perform pre-sales activities to facilitate sales presentation 4.09

  2. SALES METHODOLOGIES Sales process used to generate revenue • Methodologies include: • Personal Selling • Telemarketing • Direct Mail

  3. PERSONAL SELLING Direct communication to inform and persuade customers to make purchase decisions • Determines client needs and responds through planned, personalized communication • Face to face

  4. PERSONAL SELLING • First Impressions are very important • Difficult to change • Dress, Language, Appearance, Professionalism

  5. TELEMARKETING • Solicit customers to buy products over the phone • Language and Professionalism very important • “Pre-call Planning” • Learn more about the customer before calling! • Product knowledge very important

  6. Direct Mail – Email – Social Media • Often used in sports to reach individual season ticket holders. • Customer contact info is already on file

  7. PREPARING A SALES PRESENTATION • Determine and Prepare Sales Materials • Create a Customer Profile • Create a Sales Script • The Approach

  8. Sales Materials • Sources of information used during the sales presentation. • Brochures • Team Schedules • Team Tickets • Ticket Applications • All materials should identify the organization • Determine the number or size of the audience before the presentation

  9. CUSTOMER PROFILE • Provides: • Characteristics/Demographics • Previous Purchases • Contact information • Importance: • Personalized approach • Easier to determine customer needs

  10. THE SALES SCRIPT • Pre-planned for use during presentation or call • Keeps presentation moving • Covers important selling points • “Jogs” memory • Make sure language is • POSITIVE • PRECISE(short) • PERTINENT (Meaningful to the customer) • Help the customer understand what you are saying

  11. The Approach • The first encounter with the customer • Should be positive, and create interest • Prepared in advance • Question to gain information • Types: • Greeting • Focus on introduction • “My name is ______, how are you today?” • Customer-Benefit • Focus on product and benefits to customer • “Would you like to save some money today?” • Service • Focus on Getting to the point • “How may I help you today?”

  12. The Approach • Decide on your APPROACH • CUSTOMER-BENEFIT • Use questioning to exemplify product benefits • Ex: Asking if customer would like to save money on office supplies • Introductory approach • Simply state name and reason for presenting • Summarize the objectives of your presentation • List and prioritize points you need to cover • Collect information to support your points

  13. “You Do” • Prepare a sales presentation for a sports event or good…you choose! • Make sure to follow the below procedures and write them as you go to turn in for a grade: • Identify the Purpose • Identify your Customer Profile • List your Content • Write the Sales Script • Be ready to present in class!

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