Benefits of Sales presentation

Identifcation of sales presentation methods

Types of sales presentation

Significance of Demonstration

1, listening Intently 2, handling Softly 3, Foreseeing Objections 4, Agreeing on valid objectons 5 preventing objections

* Direct Denial method * Indirect Denial or Yess... But method * Reverse Position Method * Boomerang method * Superior Point or Compensation Method * Interrogation Method * Pass up method

1, Test of salesman's ability 2, Brings additional income 3, cause of motivatioin 4, makes salesman extra cautious

1, Incorrect Attitude 2, Inadequate presentation 3, Anticipating spontaneous reply form prospect

1, Getting a series of affirmative answers 2, Narrowing the choice 3, closing on minor points 4, successful business story close 5, offering inducements 6, Assumptive close 7, Complimentary close 8, Suggesting a smaller quantity

1, Keeps the customers satisfied 2, Customer repeat purchases 3, reduces the cost of luriing new customers 4, helps to beat competitors 5, helps to receive feedback

1, connect with the customers 2, provide the neccessary support 3, replacement ofthe product 4, Frequent Feedbacks 5, Annual maintenance contract (AMC) 6, communicating the policies

* Introductory Approach * Referral Approach * Benefit Approach * Product approach * compliment Approach * Auestion Approach * Curiosity Approach

* Fellow Salesman * Customers * Local Newspapers * Directories * market Survey Reports * Special Investigators * Office Records * Dealers * The prospects *Personal observation

* cold canvassing * Satisfied Customer * Telephone Directory or mailing list * Influencer * Non-competing sales Force * Friends and Acquaintances * Telemarketing * Trade shows and Demonstrations