Due on 18 October Developing a Presentation Strategy A. Preparing for the sales presentation, 1. List presentation objectives that should be developed, taking into account the firm's goals / the sales team's goals, which should be SMART (Specific, Measurable, Achievable. Realistic. Time-based) i.e. set objectives that satisfy the SMART criteria 2. Organize the above mentioned objectives into: Primary call objectives, Secondary call objectives, Optimistic call objectives, and Minimum call objectives 3. Describe a typical sales cycle (average number of calls, and objectives fulfilled at each call). 4. Describe ways to achieve a good social contact. 5. Describe your approach to making an appointment (Explain how you should approach the right person (including focus of receptivity, focus of dissatisfaction, and focus of power), at the right time, and the right place) Due on 25 October Due on 18 October Developing a Presentation Strategy A. Preparing for the sales presentation, 1. List presentation objectives that should be developed, taking into account the firm's goals / the sales team's goals, which should be SMART (Specific, Measurable, Achievable. Realistic. Time-based) i.e. set objectives that satisfy the SMART criteria 2. Organize the above mentioned objectives into: Primary call objectives, Secondary call objectives, Optimistic call objectives, and Minimum call objectives 3. Describe a typical sales cycle (average number of calls, and objectives fulfilled at each call). 4. Describe ways to achieve a good social contact. 5. Describe your approach to making an appointment (Explain how you should approach the right person (including focus of receptivity, focus of dissatisfaction, and focus of power), at the right time, and the right place) Due on 25 October