Developing and Role Playing Effective Sales Presentations

ISBN-10: 0324223978
ISBN-13: 9780324223972
Edition: 3rd 2005 (Revised)
Authors: David Sellars
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Description: Developing and Role Playing Effective Sales Presentations is entirely dedicated to the sales process and developing the sales call. Each student builds and role plays an actual presentation using a simple, learn-by-doing process that is consistent  More...

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Book details

List price: $69.95
Edition: 3rd
Copyright year: 2005
Publisher: Cengage South-Western
Publication date: 9/15/2004
Binding: Paperback
Pages: 120
Size: 8.30" wide x 10.70" long x 0.30" tall
Weight: 0.946
Language: English

Developing and Role Playing Effective Sales Presentations is entirely dedicated to the sales process and developing the sales call. Each student builds and role plays an actual presentation using a simple, learn-by-doing process that is consistent with the techniques of leading corporate sales trainers. Students begin the process of developing a sales presentation by choosing actual products or services that they can sell, then they gather information needed for the presentation. Students plan what will then be communicated in the four sections of the sales presentation: The Approach, Securing Desire, Handling Objections, and Closing the Sale. Finally, they role-play the presentation, ensuring that they can combine all parts of the sales process effectively.

The Sales Presentation Project
Choosing a Product or Service
Information Needed for the Sales Presentation
Prospecting andthe Preapproach
Appealing to Prospect Needs
The Approach
Securing Desire
Handling Objections
Closing the Sale andBuilding Customer Relations
Role Playing and Writing theComplete Sales Presentation

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