4.09
Perform pre-sales activities to
facilitate sales presentation
Identify SALES METHODOLOGIES
used in SEM
SALES METHODOLOGIES
Full sales process used to generate revenue –
the “how” of selling
ADVANTAGES
• Initial cost
is fairly cheap
DISADVANTAGES
•Very time consuming
•Can use the internet
•Highly competitive
•Customers can ask questions
•Get quite a bit of rejection
PERSONAL SELLING
Direct communication to inform and persuade
customers to make purchase decisions
• Determines client needs and responds through
planned, personalized communication
– Face to face or…
– TELEMARKETING
• Solicit customers to buy products over the phone
PREPARE SALES PRESENTATION
PREPARING SALES PRESENTATIONS
There are four questions to be answered before you
can begin to prepare:
1. Why are you saying it? - PURPOSE
2. To whom are you saying it? CUSTOMER PROFILE
3. What are you going to say?
– CONTENT
– WRITE A SCRIPT
4. How are you going to say it? - FORM
PURPOSE
1. Communicate Information
2. Make a Proposition/Sell a product or idea
3. To Inspire and Motivate
– Generate enthusiasm
CUSTOMER PROFILE
DETERMINES A PROSPECT'S NEEDS
– Consider how much they know already
– Establish the Characteristics
• DEMOGRAPHICS
CONTENT
1. Decide on your APPROACH
–
CUSTOMER-BENEFIT
•
Use questioning to exemplify product benefits
–
–
Ex: Asking if customer would like to save money on office supplies
Introductory approach
•
Simply state name and reason for presenting
2. Summarize the objectives of your presentation
3. List and prioritize points you need to cover
4. Collect information to support your points
WRITE A SCRIPT
• Use to:
– JOG MEMORY DURING PRESENTATION
• Help to remember key points that they want to cover
– Plan presentation length
– Practice before presentation
• Make sure language is
– POSITIVE
– PRECISE (short)
– PERTINENT (Meaningful to the customer)
• Help the customer understand what you are saying in a brief,
simple way
“You Do”
• Prepare a sales presentation for a sports event or
good…you choose!
• Make sure to follow the below procedures and
write them as you go to turn in for a grade:
1.
2.
3.
4.
Identify the Purpose
Identify your Customer Profile
List your Content
Write the Sales Script
• Be ready to present in class!