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Objective: Present an effective sales presentation. Part A – Prepare a maximum ten-minute sales presentation. This presentation will be made to a classmate of the teacher’s choosing. Make sure to cover all seven steps of the sales presentation. Use the folder created in this and previous lessons containing resources for a presentation to be prepared to obtain information and handle objections. Be sure to use a demonstration and visual aids. Part B – Make the presentation, trying to obtain a commitment from the customer to make a purchase. If you are the “customer” for someone else’s presentation, the teacher will instruct you to either be an easy or tough sale. Pay close attention to the presentation to come up with possible objections and participate in the sales presentation. The teacher will arrange for the sales presentation to be videotaped. Part C – After all sales presentations have been filmed, the entire class will view and critique them, completing the Peer Evaluation Form AS5.10.
PRODUCT SALES PRESENTATION SCORE CARD Poor Fair Good Excellent Contestant’s
Closure 0-10 11-20 21-30 31-40 TOTAL POINTS 200 PRE-SALE CUSTOMER OBJECTIONS Folder Identifying Customer Objections Preparation for Sale Handling Customer Objections Product, Company, Industry Knowledge APPROACH CLOSURE First Impressions Ask for Order Create Customer Attention Recognize Closing Opportunities Determine Customer Wants Establish Rapport DEMONSTRATION Feature and Related Customer Benefit Allow Customer to Participate