Topic 6: Planning Sales Dialogues and Presentations Flashcards
customer focused sales dialogue (3)
- initiating customer relationships
- developing customer relationships
- enhancing customer relationships
type of sales communications (3)`
- canned presentations
- written sales proposals
- organized sales dialogues and presentations
canned presentations (2)
- include scripted sales calls, memorized, and automated presentations
- does not vary from buyer to buyer
written sales proposals (2)
- the proposal is completely self-contained sales presentation
- accompanies by sales calls before and after
organized sales dialogues and presentations (2)
- address individual customer and different selling situations
- allow flexibility to adapt to buyer feedback
Components of a Written Proposal (5)
- executive summary
- customer needs & proposed solutions
- seller profile
- pricing & sales agreement
- suggested action & time table
Evaluating Sales Proposal (5)
- reliability
- assurance
- tangibles
- empathy
- responsiveness
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
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
buying motives emotional
- motives such as security, status, and need to be liked
feature
a quality or characteristic of a product or service that is designed to provide value to a buyer
benefit
the added value or favourable outcome derived from features of the product or service seller offers