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SALES PRESENTATION FORMAT

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STRICTLY FOLLOW 'A I D A' CONCEPT FOR PRESENTATION. STRAIGHT REBUY AND MODIFIED REBUY IDEAL FOR FORMULA PRESENTATION ... FLEXIBLE,INTERACTIVE PRESENTATION ... – PowerPoint PPT presentation

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Title: SALES PRESENTATION FORMAT


1
CHAPTER 8
  • SALES PRESENTATION FORMAT

2
CHARACTERISTICS OF A GREAT SALES PRESENTATION
  • EXPLAIN THE VALUE PROPOSITION
  • REDUCE THE DIFFERENCE BETWEEN SALESPERSON
    KNOWING THE VALUE PROPOSITION AND THE CUSTOMER
    UNDERSTANDING IT
  • ASSERT THE ADVANTAGES AND BENEFITS OF THE PRODUCT

3
  • ENHANCE THE CUSTOMERS KNOWLEDGE ON
    COMPANY,PRODUCT AND SERVICES
  • CREATE MEMORABLE EXPERIENCE TO THE BUYER
  • CHOOSE THE RIGHT SALES PRESENTATION STRATEGY

4
SALES PRESENTATION STRATEGY
  • TYPES OF SELLING ENVIRONMENTONE ON ONE,TO A
    BUYER GROUP,AS A TEAM TO THE BUYER
    GROUP,CONFERENCE SELLING,SEMINAR SELLING
  • CHOOSE THE RIGHT METHOD
  • MEMORIZED STRUCTURED,PRODUCT FOCUSSEDTALK/LISTEN
    RATIO 90/10
  • FORMULA SELLINGSEMI STRUCTURED,PRODUCT
    FOCUSSEDTALK/LISTEN RATIO 70/30

5
  • NEED SATISFACTION SELLINGUNSTRUCTUREDCUSTOMER
    FOCUSSEDTALK/LISTEN RATIO 50/50
  • PROBLEM SOLVING SELLINGCUSTOMIZEDCUSTOMER
    ORIENTEDTALK/LISTEN RATIO 40/60

6
MEMORIZED PRESENTATION
  • IDEAL CONDITIONS FOR MEMORIZED PRESENTATION
  • CUSTOMERS NEEDS CAN BE STIMULATED BY DISPLAY OF
    PRODUCT
  • CUSTOMERS MAKES AN EFFORT TO SEEK THE PRODUCT AND
    YOU ARE REINFORCING THE FEATURES (EX 8-4 PAGE251)

7
ADVANTAGES
  • CONSISTENT DELIVERY SALES PEOPLE PROVIDE THE
    SAME INFORMATION
  • CAN BE REASSURING TO INEXPERIENCED SALESPERSON
  • CAN PROVIDE MORE INFORMATION AT THE SAME AMOUNT
    OF TIME
  • MORE EFFECTIVE ON NON TECHNICAL PRODUCT AND TELE
    MARKETING

8
DISADVANTAGES
  • THE PRODUCT FAB PRESENTED MAY NOT SUIT THE
    CUSTOMER REQUIREMENT
  • LIMITS CUSTOMER PARTICIPATION
  • NOT SUITABLE FOR TECHNICAL AND INDUSTRIAL
    PRODUCTS
  • GIVES THE IMPRESSION OF HIGH PRESSURE SELLING DUE
    TO FREQUENT CLOSING EFFORTS

9
FORMULA PRESENTATION
  • LESS STRUCTURED BUT INCREASES CUSTOMER
    INTERACTION BY SOLICITING MORE INFORMATION
  • STRICTLY FOLLOW A I D A CONCEPT FOR
    PRESENTATION
  • STRAIGHT REBUY AND MODIFIED REBUY IDEAL FOR
    FORMULA PRESENTATION
  • SEE EXHIBIT 8-7 P 254 FOR AN EXAMPLE OF FORMULA
    PRESENTATION USING A I D A

10
ADVANTAGES
  • EFFECTIVE ON REPEAT CUSTOMERS AND IF SALESPERSON
    HAVE GOOD KNOWLEDGE OF BUYER AND HIS COMPANY
  • ENSURES LOGICAL PRESENTATION ( 8-6 PAGE 253)
  • MORE BUYER-SELLER INTERACTION
  • ANTICIPATION OF QUESTIONS AND OBJECTIONS

11
DISADVANTAGES
  • NOT FLEXIBLE TO HANDLE COMPLEX SITUATIONS AND
    CUSTOMER INTERRACTION
  • KEY TO SUCCESS OF FORMULA PLAN IS CUSTOMER
    KNOWLEDGE SINCE NO FLEXIBILITY IN PRESENTATION

12
NEED-SATISFACTION METHOD
  • SHIFT FOCUS TO CUSTOMER AND TO SATISFY CUSTOMERS
    NEEDS
  • FLEXIBLE,INTERACTIVE PRESENTATION
  • 50-60 PERCENT OF TIME IS SPENT ASKING QUESTIONS
    FOR NEED AWARENESS AND NEED IDENTIFICATION
  • EXAMPLE EXHIBIT 8-9 PAGE 256

13
  • USE RIGHT COMBINATION OF QUESTIONS,LISTENING,ANALY
    SIS AND PRESENTATION
  • SEE EHIBIT 8-8 PAGE 255
  • NEED DEVELOPMENT
  • NEED AWARENESS
  • NEED ANALYSIS
  • NEED SATISFACTION
  • GENERALLY NEED GREAT DEAL OF TRAINING AND
    CONFIDENCE TO USE THIS METHOD

14
PROBLEM SOLUTION PRESENTATION
  • MOST COMPLEX REQUIRE CONSIDERABLE FLEXIBILITY
  • CUSTOMIZED APPROACH
  • WELL BALANCED PRESENTATION
  • USED FOR HIGHLY COMPLEX AND TECHNICAL PRODUCTS

15
SIX STEP PROCESS OF PROBLEM SOLUTION PRESENTATION
  • CONVINCE PROSPECT FOR YOU DO THE ANALYSIS
  • ACTUAL ANALYSIS
  • PROBLEM IDENTIFICATION AND AGEEING TO FIND
    SOLUTION
  • PROPOSAL
  • PREPARING PRESENTATION
  • MAKING THE PRESENTATION

16
GROUP PRESENTATION
  • LARGER THE GROUP MORE STRUCTURED
  • STEPS PAGE 257
  • PROPER INTRODUCTION
  • ESTABLISH CREDIBILITY
  • PROVIDE AN ACCOUNT LIST
  • STATE YOUR COMPETITITIVE ADVANTAGE
  • PROVIDE QUALITY ASSURANCE
  • CATER TO GROUP BEHAVIOR STYLE

17
NEGOTIATION
  • BASIC SKILL OF SALESPERSON REGARDLESS OF THE
    METHOD CHOSEN
  • MOSTLY DONE DURING CONFIRMING A SALE
  • SHOULD BE DONE TO ACHIEVE SATISFACTION OF BOTH
    SIDES

18
PHASES OF NEGOTIATION
  • PLANNINGIDENTIFY WHAT NEGOTIATING ADVANTAGE YOU
    MAY HAVE BY REAEARCHING COMPANY AND COMPETITION
  • MEETING THE CUSTOMERIDENTIFY CUSTOMERS
    NEEDS,WHAT IS HE LOOOKING FOR,COMPETITIVE
    CONSIDERATIONS
  • PROPOSALSMATCH HIS NEEDS TO THE REAOURCES YOU
    CAN OFFER
  • FOLLOW THE GOLDEN RULE OF SELLING

19
USE OF HI-TECH PRESNTATION TOOLS
  • PORTABLE COMPUTER
  • VIDEO CONFERENCING
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