Presentation of MKTG430

Presentation # 2 (Group Presentation) Guidelines

· The presentation topic you choose will be an actual group (of up to 5-6 students) business to business (B2B) sale presentation at the end of the academic term. Presentation Team listing/choice of project is to be submitted to your professor.

· Students must prepare a 15-20 minutes sales presentation based on a chosen product or service from a personal selling organization of their choice. Students are encouraged to apply as much as possible the approaches, strategies and techniques taught in the course.

· The effective sales presentation is built with a strategic plan. Every step of the sale, from the approach to servicing the sale, is carefully planned in advance. A well-planned sales presentation is not memorized. It is a logically planned outline that carries the salesperson’s own thoughts from one step to the next.

· This presentation will account for 20 percent of your final grade. You or your team will be notified on your presentation schedule by your professor.

You must let your professor know some pre-sales presentation information and assumptions for role-playing purposed which will be carried out during your presentation.

· Type and Profile of corporate buyer/s in the audience for role playing

· Location and setting of presentation for role playing

· Any assumptions for role playing

· You must include price details in your presentation and perform the demo

· Be prepared to negotiate/handle any sale objections, concerns, resistance

Developing a typical Presentation Strategy

A. Preparing for the sales presentation.

1. List presentation objectives.

2. Describe a typical sales cycle (how many calls).

3. Describe team versus one person, and group versus individual presentation strategies.

4. Describe ways to achieve a good social contact.

5. Describe methods to achieve good business contact (prepare a business contact worksheet—See Table 10.1).

B. Creating the sales presentation

1. List questions that will determine the prospect’s needs (prepare a need discovery worksheet—see Table 11.2).

2. Match typical customer buying motives with features and benefits of the product, company, and salesperson.

3. Create a summary of an appropriate need-satisfaction presentation strategy (informative, persuasive, or reminder).

C. Conducting the sales demonstration

1. List features/benefits you will discuss and demonstrate.

2. List selling tools you will use (prepare a demonstration worksheet form—Figure 12.3).

D. Negotiating sales resistance

1. Anticipated sales resistance.

2. How will you overcome sales resistance? (prepare a negotiations worksheet form—Figure 13.5).

E. Closing the sale

1. Consider closing clues to be alert to.

2. List closing methods you plan to use (prepare a closing worksheet form—Figure 14.3).

F. Servicing the sale (Prepare a Servicing the Sale Worksheet—Figure 15.3) (OPTIONAL)

1. List additional items you will suggest to the customer.

2. How will you assist the customer with delivery and/or installation; with warranty and/or service contract; and in securing credit arrangements?

3. What type of post-sale courtesy contacts will you make?