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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 d�cor. 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 d�cor 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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