1. Chapter 13 The Promotion Strategy: Developing And Managing Sales Presentations Entrepreneurship & Small Business Management

2. Create a presentation defining Personal Selling, and Prospect. Research online and find 5 companies that use personal selling. (Example: Mary Kay) Give a brief biography of the company (when the company was created, who founded the company, provide examples of products these companies sell. Tell which of these companies you believe have the best personal selling techniques and why. Also tell which of these companies received/earned the most in profits in 2011. Personal Selling Presentation

3. Create a presentation on preparing to sell. List the 3 levels of product knowledge. Define Customer Benefits. Select a company of your choice. Include details about the company and its products. Also include information about the company’s competitors and its products. Summarize by telling which company you believe to be the most successful and why. Preparing To Sell Presentation

4. Transitional Page The Buying Process Presentation Create a presentation listing the stages of selling (AIDA). List each stage on a separate slide and describe how you would sell a product through each stage.

5. Create a presentation defining on Selling Process List the 10 steps of the selling process. Select a product of your choice and describe how you would use the selling process to sell this product. The Selling Process Presentation

6. Create a presentation defining SWOT Analysis. Visit http://money.cnn.com/magazines/fortune/fortune500/2012/s napshots/387.html http://money.cnn.com/magazines/fortune/fortune500/2012/s napshots/387.html Research 5 companies from 5 different industries and locate the SWOT Analysis for each. Ex: Exxon (Petroleum Refining Industry); General Motors (Motor Vehicle & Parts) Provide a description of each company and the products the company produce/sell. List the 3 competitors listed for each company. SWOT Analysis Presentation

7. Transitional Page Compensating Your Employees Presentation Create a presentation listing the methods of payment for salespeople. Define Salary and commission. Find 3 companies in the same industry and list the salaries and commission (if any) these companies pay their salespeople.