MKT 504 Lecture Notes - Lecture 5: Eye Contact, Presentation Of A Group
1 Oct 2020
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Canned sales presentation: sales presentations that include scripted sales calls, memorized presentations, and automated presentations. Written sales proposals: a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered. Organized sales dialogues and presentations: unlike a canned sales presentation, an organized sales dialogue has a high level of customer involvement. Executive summary: an effective summary outlines the customer"s problems, the nature of the proposed solution, and the resulting benefits to the customer. Customer needs and proposed solution: this includes a situation analysis, which explains the salesperson"s understanding of the customer"s situation, problem, and needs. It also provides a recommended solution, which is supported with illustrations and evidence. Seller profile: contains information that the customer wants to know about the selling company. Pricing and sales agreement: presents pricing information and delivery options.
