Perform pre-sales activities to facilitate sales presentation

4.09

Identify SALES METHODOLOGIES used in SEM

SALES METHODOLOGIESFull sales process used to generate revenue

ADVANTAGES DISADVANTAGES• Initial cost is fairly cheap

•Can use the internet

•Customers can ask questions

•Very time consuming Highly competitive Get quite a bit of rejection

PERSONAL SELLINGDirect communication to inform and persuade

customers to make purchase decisions• Determines client needs and responds through

planned, personalized communication– Face to face or…– TELEMARKETING• Solicit customers to buy products over the phone

Select a sport or event product, and determine the different ways that

it is sold. Record your findings. Decide whether additional sales

methods could be used. Write an analysis and recommendation

based on your findings

Neighbor Talk

PREPARE SALES PRESENTATION

PREPARING SALES PRESENTATIONS

There are four questions to be answered before you can begin to prepare:

1. Why are you saying it? - PURPOSE

2. To whom are you saying it? CUSTOMER PROFILE

3. What are you going to say?

– CONTENT

– WRITE A SCRIPT

4. How are you going to say it? - FORM

PURPOSE

1. Communicate Information

2. Make a Proposition/Sell a product or idea

3. To Inspire and Motivate

– Generate enthusiasm

CUSTOMER PROFILE

DETERMINES A PROSPECT'S NEEDS

– Consider how much they know already

– Establish the Characteristics

• DEMOGRAPHICS

CONTENT

1. Decide on your APPROACH

– CUSTOMER-BENEFIT

• Use questioning to exemplify product benefits

– Ex: Asking if customer would like to save money on office supplies

– Introductory approach

• Simply state name and reason for presenting

2. Summarize the objectives of your presentation

3. List and prioritize points you need to cover

4. Collect information to support your points

WRITE A SCRIPT• Use to:– JOG MEMORY DURING PRESENTATION

• Help to remember key points that they want to cover– Plan presentation length– Practice before presentation

• Make sure language is – POSITIVE– PRECISE (short)– PERTINENT (Meaningful to the customer)

• Help the customer understand what you are saying in a brief, simple way

• Select one of the following sport/event sales scenarios, and determine the preparation that you should do for it:– Selling ad space in a sport/event

program– Soliciting sponsorships for a new arts

event– Obtaining celebrity endorsements of a

sport product– Selling season tickets to the symphony

Neighbor Talk

“You Do”

• Prepare a sales presentation for a sports event or good…you choose!

• Make sure to follow the below procedures and write them as you go to turn in for a grade:1. Identify the Purpose2. Identify your Customer Profile3. List your Content4. Write the Sales Script

• Be ready to present in class!