1. Perform pre-sales activities to facilitate sales presentation
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Perform pre-sales activities to facilitate sales presentation

2. Identify SALES METHODOLOGIES used in SEM

3. Full sales process used to generate revenue
SALES METHODOLOGIES
Full sales process used to generate revenue
ADVANTAGES
DISADVANTAGES
Initial cost is fairly cheap
Can use the internet
Customers can ask questions
Very time consuming
Highly competitive
Get quite a bit of rejection

4. PERSONAL SELLING
Direct communication to inform and persuade customers to make purchase decisions
Determines client needs and responds through planned, personalized communication
Face to face or…
TELEMARKETING
Solicit customers to buy products over the phone

5. PREPARE SALES PRESENTATION

6. PREPARING SALES PRESENTATIONS
There are four questions to be answered before you can begin to prepare:
Why are you saying it? - PURPOSE
To whom are you saying it? CUSTOMER PROFILE
What are you going to say?
CONTENT
WRITE A SCRIPT
How are you going to say it? - FORM

7. PURPOSE Communicate Information
Make a Proposition/Sell a product or idea
To Inspire and Motivate
Generate enthusiasm

8. DETERMINES A PROSPECT'S NEEDS
CUSTOMER PROFILE
DETERMINES A PROSPECT'S NEEDS
Consider how much they know already
Establish the Characteristics
DEMOGRAPHICS

9. CONTENT Decide on your APPROACH
CUSTOMER-BENEFIT
Use questioning to exemplify product benefits
Ex: Asking if customer would like to save money on office supplies
Introductory approach
Simply state name and reason for presenting
Summarize the objectives of your presentation
List and prioritize points you need to cover
Collect information to support your points

10. WRITE A SCRIPT Use to: Make sure language is
JOG MEMORY DURING PRESENTATION
Help to remember key points that they want to cover
Plan presentation length
Practice before presentation
Make sure language is
POSITIVE
PRECISE (short)
PERTINENT (Meaningful to the customer)
Help the customer understand what you are saying in a brief, simple way