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Perform pre-sales activities to facilitate sales presentation

Perform pre-sales activities to facilitate sales presentation. 4.09. Identify SALES METHODOLOGIES used in SEM. SALES METHODOLOGIES. F ull sales process used to generate revenue – the “how” of selling. 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. Identify SALES METHODOLOGIES used in SEM

  3. SALES METHODOLOGIES Full sales process used to generate revenue – the “how” of selling

  4. 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 or… • TELEMARKETING • Solicit customers to buy products over the phone

  5. PREPARE SALES PRESENTATION

  6. PREPARING SALES PRESENTATIONS There are four questions to be answered before you can begin to prepare: • Why are you saying it? - PURPOSE • To whom are you saying it? CUSTOMER PROFILE • What are you going to say? • CONTENT • WRITE A SCRIPT • How are you going to say it? - FORM

  7. PURPOSE • Communicate Information • Make a Proposition/Sell a product or idea • To Inspire and Motivate • Generate enthusiasm

  8. CUSTOMER PROFILE DETERMINES A PROSPECT'S NEEDS • Consider how much they know already • Establish the Characteristics • DEMOGRAPHICS

  9. CONTENT • 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

  10. WRITE A SCRIPT • Use to: • JOG MEMORY DURING PRESENTATION • Help to remember key points that they want to cover • Plan presentation length • Practice before presentation • Make sure language is • POSITIVE • PRECISE(short) • PERTINENT (Meaningful to the customer) • Help the customer understand what you are saying in a brief, simple way

  11. “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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