Selling

Good Essays
SALES MANUAL FOR STRATEGICALLY PLANNING A SALES PRESENTATION
This project focuses on developing a sales manual for selling a specific product. 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 project will be your outline for strategically planning a sales presentation. The following outline should be used in preparing your manual. Our previous work has taken us through the preparation of each one of the steps required.
Outline for Preparation of Manual
Title Page
A. Name of product to be sold.
B. Name of company you are selling for.
C. Course name and number.
D. Your name and date.
I. Developing a Relationship Strategy
A. Describe the typical relationship between salesperson and customer in this field.
B. Describe the appropriate salesperson’s attitude.
C. Describe the appropriate salesperson’s appearance.
D. Describe the methods used to strengthen a long-term relationship for repeats and referrals.
E. Describe your communication style.
II. Developing a Personal Selling Philosophy
A. Describe the marketing setting (e.g., retail, wholesale, manufacturing, or service).
B. Describe the role of personal selling in this setting.
C. Describe the typical salesperson’s training to become a consultant/problem-solving type of salesperson.
III. Developing a Product Strategy
A. Description of company
B. Description of product/created product solution

C. Description of technical expertise needed by salesperson
D. Develop feature benefits worksheet. (See Table 6.2)
E. Is this a new and emerging or mature and well-established product?
F. Will you use a price or value-added product strategy?
IV. Developing a Customer Strategy
A. Describe the typical

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