1. DOs and DON’Ts For Your Sales Presentation
Pages
10-1
McGraw-Hill/Irwin

2. Characteristics of a Strong Presentation
Keeps the buyer’s attention
Improves the buyer’s understanding
Helps the buyer remember what was said
Offers proof of the salesperson’s assertions
Creates a sense of value
Pages
10-2
McGraw-Hill/Irwin

3. How We Learn and Remember
Page 252
10-3
McGraw-Hill/Irwin

4. Word Pictures and Stories
What is the problem that you are solving?
What’s your story about why and/or how you chose this idea?
Pages
10-4
McGraw-Hill/Irwin

5. Graphics and Charts Comparisons: Breakdowns: Create a sense of value
Demand vs. Capacity
Total Cost vs. Revenue
Breakeven Point vs. Revenue
Wholesale vs. Retail Revenue
Breakdowns:
Capital spending
Total cost
Employee expenses
Marketing expenses
Operational expenses
Create a sense of value
Pages
10-5
McGraw-Hill/Irwin

6. Testimonials and Results
Page 258
Using Media to Display Visuals
10-6
McGraw-Hill/Irwin

7. Product Demonstrations
Pages
10-7
McGraw-Hill/Irwin

8. Humor
Page 255
10-8
McGraw-Hill/Irwin

9. Handouts
Pages
10-9
McGraw-Hill/Irwin

10. Value Analysis: Quantifying the Solution
Cost-benefit analysis
Return on investment (ROI)
Payback period
Opportunity cost
Pages
10-10
McGraw-Hill/Irwin

11. Dealing With the Jitters
Pages
10-11
McGraw-Hill/Irwin