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Planning the Presentation and Approaching the Customer. Module Six. Learning Objectives. Discuss the different types of sales presentations and what goes into their planning. Determine when it is best to use the three types of sales presentations.
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Successful Sales Presentations Require Planning, Customer Focus
Written ProposalTypes of Sales Presentations
Little training is required; inflexible/not customizable; difficult to build trust
Extensive training is required; customizable; interactive; fosters trust
Some training is required; customizable while being written but not once delivered; may be perceived as more credible
Relative Participation Rate
Lead to Benefits
Let Customer Talk
PresentationThe Trust-based Selling Process:A Needs-Satisfaction Consultative Model
Double check company names, titles, and individuals’ names.
The spelling of words you are not sure of should always be looked up. Do not rely on your word processor’s spelling checker.
Write the proposal and get away from it before proofreading. Give your mind some time away from the document so that it will be fresh when it is time to begin the editing process.
Proofread and edit for improvements rather than to simply catch mistakes. How can the message be improved in clarity and crispness?
Repeat the proofreading process and, when possible, have a third party read for meaning, clarity, grammar, and spelling. A third set of eyes can find problems that the writer often overlooks. Don’t submit your first draft, as it won’t be your best.
Use hyphens to avoid confusion, but do not place a hyphen after an adverb that ends with ly.
Separate things in a series with a comma, and set off nonessential clauses with a comma.
Use that in restrictive clauses, use which in nonrestrictive clauses. (e.g., The sales quota that he announced is too low. He announced the new sales quota, which is too low.)
Avoid starting sentences with the words and or but.
Use like for direct comparisons; use suchas for examples.
Use a dash to set off and end a thought in a sentence that differs from the preceding concept or thought.
Periods, commas, and question marks go within quotation marks; semi-colons go outside quotation marks.
Setting appointments . . .