MARKETING
7th Edition
ISBN: 9781260087710
Author: Grewal
Publisher: RENT MCG
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Chapter 20, Problem 6MA
Summary Introduction
To discuss: Factors to be considered in the sales presentation of networking systems.
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Imagine you are a salesperson selling office networking systems and areputting together a sales presentation for a new customer. What areimportant factors to remember when making your sales presentation?
Before a presentation can be carried out to prospects, there must be_____________.
a.
Approach
b.
Negotiation
c.
Follow-up
d.
Selling
Discuss the three types of sales presentations: Memorized Sales Presentations, Formula sales Presentation, and Need-satisfaction Presentations.
List and discuss the three types of sales presentation discussed in Chapter 5. Imagine you have recently been employed as a Sales Consultant for a Prestigious Fashion Company located in downtown Atlanta. During the weekly morning huddles, your manager observed that you are always the first of the team members to join the meeting, and you always appear very enthusiastic. She also realized the level of interest you exhibit, as you often volunteer with suggestions and ask relevant questions pertaining to ways to increase sales and promote customers’ retention. After one of the huddles, your boss asked you to be the speaker for an upcoming sales presentation to an audience of 120 elite women prospects, who have expressed great interest for the new line of women’ sneakers. Discuss which of the 3 presentation types you will use. Why? ]
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