HRMHA355
Help Requirements Syllabus The Class Library Communicate Instructor
HA405 : The Class : Presentation : Presentation: VCC

VCC Discussion: The Necessity of a Sales Presentation Format - P3, S5, T2

To complete this assignment successfully, you should:

  1. Study the assignment carefully
  2. Complete the assignment as directed


  A SALES PRESENTATION FORMAT PROVIDES STRUCTURE: Some people believe that salespeople simply "wing-it" when they are in front of a potential customer. In "Consultative Selling" strategy and planning are imperative. The first plan consists of knowing the "flow" or format that will guide both the salesperson and potential customer to logical conclusions. And, as a consultant, it's the salesperson's job to ensure that a logical and win/win culmination of the presentation is reached. The outcome must ultimately be in the best interests of the customer since any manipulations or other such behavior by a salesperson (to obtain a one-sided victory) would destroy the strategic objectives of the "consultative selling" approach - building long-term relationships. Thus, a well designed sales presentation format that systematically leads the selling discussion and the customer to the best win/win outcomes is necessary.

And, having this format in mind is a type of "crutch" that allows the salesperson to return to the business at hand whenever the conversation might stray too far off course.

Let's go to the VCC and Discuss!


Send E-mail to Richard G McNeill Ed.D., CHME
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