Pitch and Sales Strategy

Question 1

concisely introduces a specific problem that affects many people and presents the good or service as an innovative, unique, and insightful solution

Answer 1

PROBLEM-SOLUTION NARRATIVE

Question 2

is not a fairy tale but relays how a successful company grew from something
small, perhaps starting in a garage in California, into a powerful firm or corporation serving millions of people

Answer 2

CORPORATE NARRATIVE

Question 3

_________ is a formal presentation in which you ask for something. It is delivered (usually) to potential investors in a
startup.

Answer 3

PITCH

Question 4

__________ is a condensed sales presentation where a salesperson explains the nature and benefits of their business, ideally in less than one or two minutes.

• often referred to as ‘elevator pitches’ because they should be able to be delivered within the time constraints of a single elevator ride.

Answer 4

SALES PITCH

Question 5

Key Elements of Pitch

Answer 5

PROBLEM-SOLUTION NARRATIVE
BRAND IDENTITY
KEY FEATURES AND VALUE PROPOSITION
PRODUCT-MARKET FIT
COMPETATIVE ANALYSIS
FINANCIAL PROJECTIONS

Question 6

A pitch is usually presented
through what is called a pitch
deck, alternately called a slide
deck.

Question 7

is an abbreviated pitch, a memorized
talk that can get you in the door to put your full pitch deck on display. The elevator pitch should touch on the key elements of problem-solution, value proposition,
product-market fit, and team, and not much else

Answer 7

ELEVATOR PITCH

Question 8

a plan that the entrepreneur
uses to identify and engage a consumer, from prospecting to securing the sale.

Answer 8

SALES STRATEGY

Question 9

________ is important before reaching
out to prospects and current customers because they allow the salesperson to detail the strategy, have an end goal, and measure the results

Answer 9

SETTING OBJECTIVES

Question 10

Six-Step Sales Strategy

Answer 10

1. PROSPECTING
2. MAKING THE SALES CALL
3. PRESENTING THE PROPOSAL
4. HANDLING OBJECTIONS
5. CLOSING THE SALE
6. FULFILLING ORDERS, FOSTERING RELATIONSHIPS, & ASKING FOR REFFERALS