Topic 6: Planning Sales Dialogues and Presentations Flashcards Preview

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Flashcards in Topic 6: Planning Sales Dialogues and Presentations Deck (12)
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1

customer focused sales dialogue (3)

- initiating customer relationships
- developing customer relationships
- enhancing customer relationships

2

type of sales communications (3)`

1. canned presentations
2. written sales proposals
3. organized sales dialogues and presentations

3

canned presentations (2)

- include scripted sales calls, memorized, and automated presentations
- does not vary from buyer to buyer

4

written sales proposals (2)

- the proposal is completely self-contained sales presentation
- accompanies by sales calls before and after

5

organized sales dialogues and presentations (2)

- address individual customer and different selling situations
- allow flexibility to adapt to buyer feedback

6

Components of a Written Proposal (5)

- executive summary
- customer needs & proposed solutions
- seller profile
- pricing & sales agreement
- suggested action & time table

7

Evaluating Sales Proposal (5)

1. reliability
2. assurance
3. tangibles
4. empathy
5. responsiveness

8

customer value proposition

: A statement of how the sales offering will add value to the prospect’s business by meeting a need or providing an opportunity

9

buying motives rational

relates to the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller’s offering as perceived by the customer

10

buying motives emotional

- motives such as security, status, and need to be liked

11

feature

a quality or characteristic of a product or service that is designed to provide value to a buyer

12

benefit

the added value or favourable outcome derived from features of the product or service seller offers