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STUDENT At the end of appropriate chapters beginning with this chapter, you will find Student APPLICATION Application Learning Exercises (SALES). SALES are meant to help you construct LEARNING the various segments of your sales presentation. SALES build on one another so EXERCISES that after you complete them, you will have constructed the majority of your sales (SALES) presentation. SALE 1 of 7- Now you are ready to begin developing your sales presentation. To make Sale 1: Chapter 4 1. State what you will sell. 2. Briefly describe the individual and/or organization to which you will sell. 3. List three features of your product, including each feature's main advantage and benefit. Refer back to page 78 for FAB definitions. FABs should discuss your product, not your marketing plan or business proposition. We'll do that later Feature Benefit Advantage . A. G C C 109 4. Now create a SELL Sequence for each FAB (see page Label ench of the components of the SELL Sequence using brackets as shown on page 110 STUDENT At the end of appropriate chapters beginning with this chapter, you will find Student APPLICATION Application Learning Exercises (SALES). SALES are meant to help you construct LEARNING the various segments of your sales presentation. SALES build on one another so EXERCISES that after you complete them, you will have constructed the majority of your sales (SALES) presentation. SALE 1 of 7 - Now you are ready to begin developing your sales presentation. To make Sale 1: Chapter 8 1. State what you will sell. 4 2. Briefly describe the individual and/or organization to which you will sell. 3. List three features of your product, including each feature's main advantage and benefit. Refer back to page 78 for FAB definitions. FABs should discuss your product, not your marketing plan or business proposition. We'll do that later. Feature Advantage Benefit c. a. b. b. c. c. 109 4. Now create a SELL Sequence for each FAB (see page). Label each of the components of the SELL Sequence using brackets as shown on pages 110 3. List three features of your product with each feature's main advantage and benefit. Refer back to Chapter 4 for FAB definitions. These FABS would discuss your product, not your marketing plan or business proposition. We'll do that later. Feature Advantage Benefit 13 copies per minute Less time spent on printing More profitable printer higher output in less time Lens and Mirror Optics High quality process Quality Output/Copy Dry, dual component toner More copies per toner Lower per copy toner cost 109 4. Now create a SELL Sequence for each FAB (see pages). Label each of the components of the SELL Sequence using parenthesis as shown on page 19. lio "The Minolta copier produces 13 copies per minute [feature). This means that there is less time spent on printing (advantage). The bottom line for you is a more profitable printer [benefit). Now that's what you're interested in, right (trial close]?" "The lens and mirror optics [feature) mean that you have a high quality photocopy process (advantage). The main benefit is the superb quality of the copy [benefit). How does that sound to you trial close)?" "Minolta's dry, dual component toner (feature) produces more copies per toner than the average copier (advantage). This means there is a lower per copy toner cost for the company (benefit). That's what you had in mind, right (trial close]?" STUDENT At the end of appropriate chapters beginning with this chapter, you will find Student APPLICATION Application Learning Exercises (SALES). SALES are meant to help you construct LEARNING the various segments of your sales presentation. SALES build on one another so EXERCISES that after you complete them, you will have constructed the majority of your sales (SALES) presentation. SALE 1 of 7- Now you are ready to begin developing your sales presentation. To make Sale 1: Chapter 4 1. State what you will sell. 2. Briefly describe the individual and/or organization to which you will sell. 3. List three features of your product, including each feature's main advantage and benefit. Refer back to page 78 for FAB definitions. FABs should discuss your product, not your marketing plan or business proposition. We'll do that later Feature Benefit Advantage . A. G C C 109 4. Now create a SELL Sequence for each FAB (see page Label ench of the components of the SELL Sequence using brackets as shown on page 110 STUDENT At the end of appropriate chapters beginning with this chapter, you will find Student APPLICATION Application Learning Exercises (SALES). SALES are meant to help you construct LEARNING the various segments of your sales presentation. SALES build on one another so EXERCISES that after you complete them, you will have constructed the majority of your sales (SALES) presentation. SALE 1 of 7 - Now you are ready to begin developing your sales presentation. To make Sale 1: Chapter 8 1. State what you will sell. 4 2. Briefly describe the individual and/or organization to which you will sell. 3. List three features of your product, including each feature's main advantage and benefit. Refer back to page 78 for FAB definitions. FABs should discuss your product, not your marketing plan or business proposition. We'll do that later. Feature Advantage Benefit c. a. b. b. c. c. 109 4. Now create a SELL Sequence for each FAB (see page). Label each of the components of the SELL Sequence using brackets as shown on pages 110 3. List three features of your product with each feature's main advantage and benefit. Refer back to Chapter 4 for FAB definitions. These FABS would discuss your product, not your marketing plan or business proposition. We'll do that later. Feature Advantage Benefit 13 copies per minute Less time spent on printing More profitable printer higher output in less time Lens and Mirror Optics High quality process Quality Output/Copy Dry, dual component toner More copies per toner Lower per copy toner cost 109 4. Now create a SELL Sequence for each FAB (see pages). Label each of the components of the SELL Sequence using parenthesis as shown on page 19. lio "The Minolta copier produces 13 copies per minute [feature). This means that there is less time spent on printing (advantage). The bottom line for you is a more profitable printer [benefit). Now that's what you're interested in, right (trial close]?" "The lens and mirror optics [feature) mean that you have a high quality photocopy process (advantage). The main benefit is the superb quality of the copy [benefit). How does that sound to you trial close)?" "Minolta's dry, dual component toner (feature) produces more copies per toner than the average copier (advantage). This means there is a lower per copy toner cost for the company (benefit). That's what you had in mind, right (trial close]