STR3 - Presentation Strategy

1. Pick the product you are selling and the company that you represent.

We are selling the Lenovo 2 in 1 Laptop while representing our company Lenovo Group Limited. 

 

1. Identify your prospect (by naming the person and company) that you are selling to. 

The prospect is Mr. Phil Jones who is the director and supply chain engineer at TARGET. The company is Target Corporation USA. 

 

1. Prepare for the sales presentation. 
   • List 5 presentation objectives. 
   • Describe 5 guidelines ways to achieve good social contact (relationship strategy).
   • Describe 6 methods to achieve good business contact (business contact worksheet—See Table 10.1). 

7. Prepare for the sales demonstration. 

a. List features/benefits you will demonstrate. 
 

Transcribed Image Text:

TABLE 10.1 Business Contact Worksheet This illustrates how to prepare effective real-world approaches that capture the customer's attention. METHOD OF APPROACH 1. Agenda 2. Product 3. Customer benefit 4. Referral 5. Question 6. Survey 7. Premium WHAT WILL YOU SAY? 1. (Office supply) "Thank you for meeting with me. During the next 45 minutes, I plan to accomplish three things." 2a. (Retail clothing) "We have just received a shipment of new fall sweaters from Braemar International." 2b. (Business forms manufacturer) "Our plant has just purchased a $300,000 Harris Graphics composer, Mr. Reichart: I would like to show you a copy of your sales invoice with your logo printed on it." 3. (Real estate) "Mr. and Mrs. Stuart, my company lists and sells more homes than any other company in the area where your home is located. Our past performance would lead me to believe we can sell your home within two weeks." 4. (Food wholesaler) "Paula Doeman, procurement manager for Mercy Medical Center, suggested that I provide you with information about our computerized "Order It' system." 5. (Hotel convention services) "Mrs. McClaughin, will your Annual Franchisee Meeting be held in April?" 6a. (Custom-designed computer software) "Mr. Vasquez, I would like the opportunity to learn about your accounts receivable and accounts payable procedures. We may be able to develop a customized program that will significantly improve your cash flow." 6b. (Retail menswear) "May I ask you a few questions about your wardrobe? The information will help me better understand your clothing needs." 7. (Financial services) "I would like to give you a publication titled Guaranteed Growth Annuity." TABLE 10.1 Business Contact Worksheet This illustrates how to prepare effective real-world approaches that capture the customer's attention. METHOD OF APPROACH 1. Agenda 2. Product 3. Customer benefit 4. Referral 5. Question 6. Survey 7. Premium WHAT WILL YOU SAY? 1. (Office supply) "Thank you for meeting with me. During the next 45 minutes, I plan to accomplish three things." 2a. (Retail clothing) "We have just received a shipment of new fall sweaters from Braemar International." 2b. (Business forms manufacturer) "Our plant has just purchased a $300,000 Harris Graphics composer, Mr. Reichart: I would like to show you a copy of your sales invoice with your logo printed on it." 3. (Real estate) "Mr. and Mrs. Stuart, my company lists and sells more homes than any other company in the area where your home is located. Our past performance would lead me to believe we can sell your home within two weeks." 4. (Food wholesaler) "Paula Doeman, procurement manager for Mercy Medical Center, suggested that I provide you with information about our computerized "Order It' system." 5. (Hotel convention services) "Mrs. McClaughin, will your Annual Franchisee Meeting be held in April?" 6a. (Custom-designed computer software) "Mr. Vasquez, I would like the opportunity to learn about your accounts receivable and accounts payable procedures. We may be able to develop a customized program that will significantly improve your cash flow." 6b. (Retail menswear) "May I ask you a few questions about your wardrobe? The information will help me better understand your clothing needs." 7. (Financial services) "I would like to give you a publication titled Guaranteed Growth Annuity."