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Chapter 13

Chapter 13. The Promotion Strategy: Developing And Managing Sales Presentations. Personal Selling Presentation. Create a presentation defining Personal Selling, and Prospect. Research online and find 5 companies that use personal selling. (Example: Mary Kay)

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Chapter 13

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  1. Chapter 13 The Promotion Strategy: Developing And Managing Sales Presentations Entrepreneurship & Small Business Management

  2. Personal Selling Presentation • Create a presentation defining Personal Selling, and Prospect. • Research online and find 5 companies that use personal selling. (Example: Mary Kay) • Give a brief biography of the company (when the company was created, who founded the company, provide examples of products these companies sell. • Tell which of these companies you believe have the best personal selling techniques and why. • Also tell which of these companies received/earned the most in profits in 2011.

  3. Preparing To Sell Presentation • Create a presentation on preparing to sell. • List the 3 levels of product knowledge. • Define Customer Benefits. • Select a company of your choice. • Include details about the company and its products. • Also include information about the company’s competitors and its products. • Summarize by telling which company you believe to be the most successful and why.

  4. The Buying Process Presentation • Create a presentation listing the stages of selling (AIDA). • List each stage on a separate slide and describe how you would sell a product through each stage. Transitional Page

  5. The Selling Process Presentation • Create a presentation defining on Selling Process • List the 10 steps of the selling process. • Select a product of your choice and describe how you would use the selling process to sell this product.

  6. SWOT Analysis Presentation • Create a presentation defining SWOT Analysis. • Visit http://money.cnn.com/magazines/fortune/fortune500/2012/snapshots/387.html • Research 5 companies from 5 different industries and locate the SWOT Analysis for each. • Ex: Exxon (Petroleum Refining Industry); General Motors (Motor Vehicle & Parts) • Provide a description of each company and the products the company produce/sell. • List the 3 competitors listed for each company.

  7. Compensating Your Employees Presentation • Create a presentation listing the methods of payment for salespeople. • Define Salary and commission. • Find 3 companies in the same industry and list the salaries and commission (if any) these companies pay their salespeople. Transitional Page

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