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Retail Agribusiness Sales AS5 Sales Presentation
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Notes Page
Retail Agribusiness Sales: Sales Presentation
Feature Benefit Sales Presentation Technique
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Date _______________Topic___________________________________
Retail Agribusiness Sales AS5 Sales Presentation-----------------------------------------Notes--------------------------------------
Handling Objections
Notes Page
Retail Agribusiness Sales: Sales Presentation
Resources to aid in constructing presentation
Greeting the Customer
Approaches for each sales environment
Retail Agribusiness Sales AS5 Sales Presentation
Handling Objections
Notes Page
Retail Agribusiness Sales: Sales Presentation
Feature Benefit Presentation Technique
Retail Agribusiness Sales AS5 Sales Presentation
AS5.1Retail Agribusiness Sales: Sales Presentation
Feature Benefit Presentation Technique
Retail Agribusiness Sales AS5 Sales Presentation
Preparation for Sale Product, company, and industry knowledge
Introduction or Building Rapport
Identifying Customer Needs
Demonstration Show the features of the product and their corresponding benefit to the customer
Overcoming Objections
Close the Sale Ask the customer to buy
Add-On Sales Extended warranties, etc.
AS5.1 KEY
Retail Agribusiness Sales: Sales Presentation
Handling Objections
Type of Objection Description Response
Misunderstanding
Hidden Objection
Valid Objection
Retail Agribusiness Sales AS5 Sales Presentation
AS5.2Retail Agribusiness Sales: Sales Presentation
Attention Getters
Retail Agribusiness Sales AS5 Sales Presentation
AS5.3Retail Agribusiness Sales: Sales Presentation
Approaches for Selling Environments
RETAIL
WHOLESALE
PROCESSING
DIRECT SALES
Retail Agribusiness Sales AS5 Sales Presentation
AS5.4Retail Agribusiness Sales: Sales Presentation
Objections and Responses
OBJECTION RESPONSE
Retail Agribusiness Sales AS5 Sales Presentation
AS5.5Retail Agribusiness Sales: Sales Presentation
Retail Agribusiness Sales AS5 Sales Presentation
AS5.5Retail Agribusiness Sales: Sales Presentation
Closing a Sale
CLOSE DESCRIPTION EXAMPLE
Retail Agribusiness Sales AS5 Sales Presentation
AS5.6Retail Agribusiness Sales: Sales Presentation
Common Closes for Sales Presentations
Retail Agribusiness Sales AS5 Sales Presentation
AS5.7Retail Agribusiness Sales: Sales Presentation
The Good and the Bad
Video Title ____________________________________________________________________
Video Title ____________________________________________________________________
Retail Agribusiness Sales AS5 Sales Presentation
AS5.8Retail Agribusiness Sales: Sales Presentation
Video Title ____________________________________________________________________
Video Title ____________________________________________________________________
Retail Agribusiness Sales AS5 Sales Presentation
AS5.8Retail Agribusiness Sales: Sales Presentation
Sales Presentation
Objective: Present an effective sales presentation.
Part A – Prepare a maximum ten-minute sales presentation. This presentation will be made to a classmate of the teacher’s choosing. Make sure to cover all seven steps of the sales presentation. Use the folder created in this and previous lessons containing resources for a presentation to be prepared to obtain information and handle objections. Be sure to use a demonstration and visual aids.
Part B – Make the presentation, trying to obtain a commitment from the customer to make a purchase. If you are the “customer” for someone else’s presentation, the teacher will instruct you to either be an easy or tough sale. Pay close attention to the presentation to come up with possible objections and participate in the sales presentation. The teacher will arrange for the sales presentation to be videotaped.
Part C – After all sales presentations have been filmed, the entire class will view and critique them, completing the Peer Evaluation Form AS5.10.
PRODUCT SALES PRESENTATION SCORE CARD
Poor Fair Good Excellent Contestant’s Points
Pre-Sale 0-15 16-30 31-45 46-60Approach 0-5 6-10 11-15 16-20Demonstration 0-15 16-30 31-45 46-60Customer Objections
0-5 6-10 11-15 16-20
Closure 0-10 11-20 21-30 31-40TOTAL POINTS 200
PRE-SALE CUSTOMER OBJECTIONSFolder Identifying Customer ObjectionsPreparation for Sale Handling Customer ObjectionsProduct, Company, Industry Knowledge
APPROACH CLOSUREFirst Impressions Ask for OrderCreate Customer Attention Recognize Closing OpportunitiesDetermine Customer WantsEstablish Rapport
DEMONSTRATIONFeature and Related Customer BenefitAllow Customer to Participate
Retail Agribusiness Sales AS5 Sales Presentation
AS5.9Retail Agribusiness Sales: Sales Presentation
Sales Presentation – Peer Evaluation
1. Was well prepared0 1 2 3 4 5
2. Approach 0 1 2 3 4 5
3. Created interest0 1 2 3 4 5
4. Established a favorable impression0 1 2 3 4 5
5. Determined a need or problem0 1 2 3 4 5
6. Well-organized information0 1 2 3 4 5
7. Matched customer needs to product benefits0 1 2 3 4 5
8. Pointed out the most obvious benefits first0 1 2 3 4 5
9. Got the customer involved and motivated0 1 2 3 4 5
10. Tried to close sale during presentation0 1 2 3 4 5
11. Established the difference between valid and hidden objections0 1 2 3 4 5
12. Used objections to pinpoint needs of customer0 1 2 3 4 5
13. Handled objections with a method appropriate to the situation0 1 2 3 4 5
14. Tried to close the sale while handling objections0 1 2 3 4 5
15. Maintained an optimistic attitude0 1 2 3 4 5
Retail Agribusiness Sales AS5 Sales Presentation
AS5.10Retail Agribusiness Sales: Sales Presentation
16. Explained all the product features completely0 1 2 3 4 5
17. Stressed the major benefits of the product0 1 2 3 4 5
18. Used appropriate techniques to close sale0 1 2 3 4 5
Additional comments/suggestions for salesperson:
Retail Agribusiness Sales AS5 Sales Presentation
AS5.10Retail Agribusiness Sales: Sales Presentation
Sales Presentation Alternative Evaluation
1. “Would you like me to fill out an order form?” is an example of a(n) ________________ close.
a. directb. choicec. assumptived. conditional
2. In a(n) _____________________ close, the salesperson thinks that the customer is ready to make a purchase based on feedback.
a. choiceb. conditionalc. summaryd. assumptive
3. Which of the following is NOT a type of opposition described in this lesson?a. hidden objectionsb. invalid objectionsc. valid objectionsd. misunderstandings
4. In _____________________, the customer objects based on his or her misinterpretation of information.
a. hidden objectionsb. invalid objectionsc. valid objectionsd. misunderstandings
5. The salesperson goes through the points of the presentation and gets consensus on each point in a(n) __________________________ close.
a. assumptiveb. directc. summaryd. choice
6. In a(n) _____________________ close, the salesperson asks the customer to decide between two options for buying.
a. directb. choicec. summaryd. assumptive
Retail Agribusiness Sales AS5 Sales Presentation
AS5.11Retail Agribusiness Sales: Sales Presentation
7. __________________________ are objections made by the customer to disguise true objections.
a. Hidden objectionsb. Invalid objectionsc. Valid objectionsd. Misunderstandings
8. “Will you purchase the product if I can get you a discount?” is an example of a(n) _____________________ close.
a. choiceb. summaryc. assumptived. conditional
Identify the seven steps in the Feature Benefit Sales Presentation Technique9.
10.
11.
12.
13.
14.
15.
Retail Agribusiness Sales AS5 Sales Presentation
AS5.11Retail Agribusiness Sales: Sales Presentation