DOs and DON’Ts For Your Sales Presentation Pages 254-255 10-1 McGraw-Hill/Irwin

Characteristics of a Strong Presentation Keeps the buyer’s attention Improves the buyer’s understanding Helps the buyer remember what was said Offers proof of the salesperson’s assertions Creates a sense of value Pages 252-254 10-2 McGraw-Hill/Irwin

How We Learn and Remember Page 252 10-3 McGraw-Hill/Irwin

Word Pictures and Stories What is the problem that you are solving? What’s your story about why and/or how you chose this idea? Pages 254-255 10-4 McGraw-Hill/Irwin

Graphics and Charts Comparisons: Breakdowns: Create a sense of value Demand vs. Capacity Total Cost vs. Revenue Breakeven Point vs. Revenue Wholesale vs. Retail Revenue Breakdowns: Capital spending Total cost Employee expenses Marketing expenses Operational expenses Create a sense of value Pages 255-256 10-5 McGraw-Hill/Irwin

Testimonials and Results Page 258 Using Media to Display Visuals 10-6 McGraw-Hill/Irwin

Product Demonstrations Pages 260-262 10-7 McGraw-Hill/Irwin

Humor Page 255 10-8 McGraw-Hill/Irwin

Handouts Pages 262-263 10-9 McGraw-Hill/Irwin

Value Analysis: Quantifying the Solution Cost-benefit analysis Return on investment (ROI) Payback period Opportunity cost Pages 264-267 10-10 McGraw-Hill/Irwin

Dealing With the Jitters Pages 269-270 10-11 McGraw-Hill/Irwin