N5 Sales Management Module 10

SALES MANAGEMENT N5 LECTURER: TF MOLIFE INTENSIFYING LEARNING DURING LOCKDOWN!!!!! Downloaded from hlayiso.com

THE SALES PRESENTATION MODULE 10 Downloaded from hlayiso.com

LEARNING OUTCOMES At the end of this module you should know the following:  Explain the Objectives of effective sales presentations.  Critically discuss the techniques used to prove claims.  Outline different type of visual aids the salesperson can utilize to enhance the sales presentation .  Comprehensively discuss the importance of Demonstration during sales presentation.  Explain principles to be employed by the salesperson to ensure Effective Demonstrations. Downloaded from hlayiso.com

OBJECTIVES OF SALES PRESENTATION GET A PROSPECT’S ATTENTION  The salesperson’s intentions must be to grab prospect’s attention from the beginning of the sales presentation. MAKE THE PROSPECT AWARE OF HIS/HER PROBLEM/ NEED  The prospect may not be aware of the problem/ need. For instance, During COVID19 prospects may not find the importance of buying and wearing mouth face masks. Then, the salesperson must figure out ways to convince the prospect. In this case demonstration will showcase how much we split saliva. Downloaded from hlayiso.com

OBJECTIVES OF SALES PRESENTATION POINT OUT THE ADVANTAGES  Advantages must be applicable to the buying motives of the prospect. For instance, a family person when buying a car will be interested in boot / interior space & size of the car as opposed to young person who may be interested in luxury, speed and comfort.  The salesperson magnify the sales presentation through demonstrations.  During the sales presentation, the salesperson must be able to create a word picture even if the prospect does not see the product/ service. Downloaded from hlayiso.com

OBJECTIVES OF SALES PRESENTATION POINT OUT THE ADVANTAGES  In order to earn the prospect’s trust, the salesperson will need to complete the sales presentation by providing proof of what he has claimed.  The salesperson may let the prospect to experience the product himself by giving samples.  The salesperson may explain company’s claim such as buy and return the product if unsatisfied. Downloaded from hlayiso.com

TECHNIQUES TO PROVE CLAIMS TECHNIQUE DESCRIPTION Guarantees Guarantees serves an indication that the manufacturers believe in their product. Testimonials This technique is mostly utilized by insurance as service is intangible. Referrals Satisfied customers may serve as referrals to salesperson. Documentation Official approval, independent tests, scientific reports and article may be used as proves. Demonstration Serves as best proven way to illustrate a product’s advantages. Quality stamps Quality stamp such as (SABS, UNILEVER, TIGER BRANDS, PIONEER FOODS) and many more. Downloaded from hlayiso.com

TECHNIQUES TO PROVE CLAIMS TECHNIQUE DESCRIPTION Sales data within a specific period of time may be used as proof Data from previous sales of a company’s success within a certain geographical area. Independent research findings Copies of findings may provide concrete evidence. Well – known people may be use as approval of a certain product Endorsements or service to other followers. Downloaded from hlayiso.com

STEPS OF PLANNING EFFECTIVE SALES PRESENTATION  Cover all the pertinent facts.  Write down benefits according to their importance.  Identify the differential advantages.  Use visual aids (videos, photos)  Emphasize specific facts.  Proof claims.  Make provision to ask questions.  List the main points of the sales presentation.  Make presentation relevant. Downloaded from hlayiso.com

CRITERIA FOR EFFECTIVE SALES PRESENTATION A well planned presentation may ruined by poor/ weak verbal presentation. The following criterion is suggested:  Do not talk non-stop  Keep the message simple.  Speak a prospect’s language.  Speak clearly without ambiguity.  Be specific.  Use sales talk.  Ask questions throughout Downloaded from hlayiso.com

DIFFERENT TYPES OF VISUAL AIDS  Product itself.  Models  Illustrated brochures  Video and films  Sales portfolio  Samples. Downloaded from hlayiso.com

DEMONSTRATION The salesperson should use the following technique to achieve effective presentation: Attention : draw prospect’s attention. Interest : arouse prospect’s interest through involvement. Desire : develop prospect’s desire through stimulus involvement. Action : prospect takes action by purchasing a product. Self – satisfaction : customer’s satisfaction is tested through repetition of purchase Downloaded from hlayiso.com

THE PRINCIPLES OF EFFECTIVE PRODUCT DEMONSTRATION  Plan each demonstration individually.  Incorporate the sales talk into demonstration.  Make proper arrangements effective demonstration.  Cover the most important product features.  Get the prospect involved.  Demonstrate orderly.  Maintain control.  Time and pace demonstration.  Close the sale and make follow – up on demonstration. Downloaded from hlayiso.com

Thank you!!! NB: ANOUNCEMENT Kindly complete ACTIVITY 4 on your own. Remember: Take courage, everything will workout for your own good! Downloaded from hlayiso.com