Developing and Role Playing Effective Sales Presentations
Sellars, David
ISBN 10: 0324223978 ISBN 13: 9780324223972
Published by Cengage South-Western, 2004
Used
Soft cover
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Better World Books, Mishawaka, IN, U.S.A.
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About this Item
Description:
Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 4702519-6
Synopsis:
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.
Review: 1. The Sales Presentation Project. 2. Choosing a Product or Service. 3. Information Needed for the Sales Presentation. 4. Prospecting and the Preapproach. 5. Appealing to Prospect Needs. 6. The Approach. 7. Securing Desire. 8. Handling Objections. 9. Closing the Sale and Building Customer Relations. 10. Role Playing and Writing the Complete Sales Presentation.
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Bibliographic Details
Title: Developing and Role Playing Effective Sales ...
Publisher: Cengage South-Western
Publication Date: 2004
Binding: Soft cover
Condition: Good
Edition: 3rd Edition.