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Sales Presentation, Negotiation and Sales Approach Chapter 9

What is a Sales Presentation? ,[object Object],[object Object]

Sales Presentation’s Objective ,[object Object],[object Object]

Method or Approach to effective Sales Presentation (S.P) – Part 1 ,[object Object],[object Object],[object Object],[object Object]

Method or Approach to effective Sales Presentation (S.P) – Part 2 ,[object Object],[object Object],[object Object],[object Object]

Sales Presentation Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Presentation Methods ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Memorized Sales Presentation (MSP) ,[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Memorized Sales Presentation (MSP)

Canned Sales Presentation ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Advantages of MSP or CSP ,[object Object],[object Object],[object Object],[object Object],[object Object]

Disadvantages of MSP or CSP ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Formula Presentation (FP) Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],The Formula Presentation (FP) Method

[object Object],[object Object],[object Object],[object Object],The Formula Presentation (FP) Method

The Formula sales presentation’s approach ,[object Object],[object Object],[object Object],[object Object],[object Object]

Advantages of FSP ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Need- Satisfaction Presentation (NSP) Method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

THE NSP DIAGRAM ,[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],THE NSP DIAGRAM (Explanation)

Advantages of the Needs – Satisfaction Presentation (NSP) method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Drawbacks of the Needs – Satisfaction Presentation (NSP) method ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Problem-Solution Presentation (PSP) Method ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Six Steps in Problem – Solution Presentation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

NEGOTIATION ,[object Object],[object Object],[object Object],[object Object],[object Object]

Effective Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Negotiation Approach ,[object Object],[object Object],[object Object],[object Object]

Negotiation process ,[object Object],[object Object],[object Object]

PHASE 1: BEFORE THE NEGOTIATION ,[object Object],[object Object],[object Object],[object Object],[object Object]

PHASE 2: DURING THE NEGOTIATION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

PHASE 3: AFTER THE NEGOTIATION ,[object Object],[object Object]

THE SALES APPROACH ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],THE SALES APPROACH

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],THE SALES APPROACH

Telephone Contact – when required ,[object Object],[object Object],[object Object]

Telephone Contact – Guidelines in its usage with prospects or customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Social Contact ,[object Object],[object Object]

The Social Contact ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],The Social Contact

The Business Contact ,[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Business Contact

THE PURPOSE OF THE PRESENTATION ,[object Object],[object Object],[object Object]

What is the purpose of the presentation? ,[object Object],[object Object],[object Object]

Is the customer actually buying your product? ,[object Object],[object Object]

The five purpose of the presentation

Three essential steps within the presentation

Sell Sequence Technique ,[object Object],[object Object]

Sell Sequence Technique Explain your business proposition. This step relates the value of your product to its cost. It should be discussed last, since you always want to present your product’s benefits and marketing plan relative to your product’s price. Step 3 Present your marketing plan. For wholesalers and retailers, this is your suggestion on how they should resell the product. For end users, it is your suggestion on how they can use the product. Step 2 Fully discuss the features, advantages and benefits of your product. Tell the whole story. Step 1 Method Sequence

THE SALES PRESENTATION MIX ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Persuasive Communication ,[object Object],[object Object],[object Object]

Factors to develop persuasive communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Prospect’s participation. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Proof Statements ,[object Object],[object Object],[object Object],[object Object]

Past Sales Record ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],Other Proof Record

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Other Proof Record

The Visual Presentation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],The Visual Presentation

Visual Aids, Dramatics and Demonstration ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Visual Aids ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Guidelines for using Visual Aids ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Dramatization ,[object Object],[object Object],[object Object]

Demonstration ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Demonstration

THE IDEAL PRESENTATION ,[object Object],[object Object],[object Object],[object Object]

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