VIRTUAL ENTERPRISES, INTERNATIONAL TASK-BASED CURRICULUM “You have to have your heart in the business and the business in your heart.” — Thomas J. Watson SALES AND MARKETING, page 17 of 33 S A LE S & M A R KE T I N G / T A S K 10 : CRE AT IN G A S A LE S P R E S E NT AT I O N VE Departments Involved Sales & Marketing Month for Activity/Time Frame November and ongoing Outcomes Employees will be able to: Develop a sales presentation. Utilize selling techniques while giving a sales presentation. Activities/Strategies Convene a department meeting to discuss creating a sales presentation slide show. Discuss the following: • What is the objective of the presentation? • Who is the audience? • Where will it be shown? • When will it be shown? • What information should be contained in the presentation? • What is the one thing you want your audience to remember most? After brainstorming the answers to the questions above, write an outline of this presentation. Explain that while sales presentations must influence an audience to buy a product or service, its main objective is to sell. It can, however, also inform, persuade, and entertain. Develop a script, which is a written narrative of the points listed below. Develop a sales presentation slide show by summarizing the points of information in your script. Use the written script as notes pages in your presentation. TIPS • • • • • • • • • Include a first slide that contains the name of your company, and the company’s logo. The title or first slide should grab the audience’s attention. End the presentation with a summary and lasting message. Confirm the audience’s need for your product. Include other slides that list a product/service in terms of features and benefits and how your product addresses a specific need, or solves a specific problem. Point out the financial benefits to the customer. Compare cost benefits between you and your competitors. Use enhancements (such as clip art, charts, and graphs) to support the content of slides and the overall objective of the presentation. Include a picture, or pictures of the product you are selling, or be able to link to a web site that contains pictures of the product. Design your slides so that they are appropriate for your audience. Develop slide content for selling your product from information found in sales materials and advertisements. VIRTUAL ENTERPRISES, INTERNATIONAL TASK-BASED CURRICULUM “You have to have your heart in the business and the business in your heart.” — Thomas J. Watson SALES AND MARKETING, page 18 of 33 The members of the department will deliver the slide show at the next staff meeting. This presentation may be used when members of the department travel to other VEs. Also, slides in this show may be used as part of the business plan presentation. Online Follow-Up Go to www.canyonranch.com to see a sample web site that can easily be turned into a slide show. Review the features and benefits of using the various services offered on this web site. Employees will also carefully examine how the seven steps of this selling process are used in this sales presentation. Materials/Resources Dale Carnegie’s How to Win Friends and Influence People. Employees will write a two-page report on their findings to the class, emphasizing how Carnegie’s concepts used in a sales presentation are beneficial to closing a sale. Marketing Essentials, (New York: Glencoe, 2012) Mastery and Assessment Have students create a sales presentation slide show. Use the rubric for Oral Report and Slide Presentation to evaluate the final show.