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Retail Agribusiness Sales � AS5 � Sales Presentation

Retail Agribusiness Sales: Sales Presentation Notes Page

Date _______________Topic___________________________________

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s, Key Points, Formulas-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐

Feature Benefit Sales Presentation Technique



Date _______________Topic___________________________________


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Resources to aid in constructing presentation

Greeting the Customer

Approaches for each sales environment



Date _______________Topic___________________________________


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Handling Objections

Closing a Sale


Retail Agribusiness Sales: Sales Presentation AS5.1

Feature Benefit Presentation Technique


Retail Agribusiness Sales: Sales Presentation AS5.1 KEY

Feature Benefit Presentation Technique

Prepara&on for Sale • Product, company, and industry knowledge

Introduc&on or Building Rapport

Iden&fying Customer Needs

Demonstra&on • Show the features of the product and their corresponding benefit to the customer

Overcoming Objec&ons

Close the Sale • Ask the customer to buy

Add-‐On Sales • Extended warranJes, etc.



Handling Objections Type of Objection Description Response

Misunderstanding

Hidden Objection

Valid Objection



Attention Getters



Approaches for Selling Environments

RETAIL

WHOLESALE

PROCESSING

DIRECT SALES



Objections and Responses

OBJECTION

RESPONSE



Closing a Sale

CLOSE DESCRIPTION EXAMPLE



Common Closes for Sales Presentations



The Good and the Bad

Video Title ____________________________________________________________________ Video Title ____________________________________________________________________



Video Title ____________________________________________________________________ Video Title ____________________________________________________________________



Sales Presentation

Objective: Present an effective sales presentation. Part A – Prepare a maximum ten-minute sales presentation. This presentation will be made to a classmate of the teacher’s choosing. Make sure to cover all seven steps of the sales presentation. Use the folder created in this and previous lessons containing resources for a presentation to be prepared to obtain information and handle objections. Be sure to use a demonstration and visual aids. Part B – Make the presentation, trying to obtain a commitment from the customer to make a purchase. If you are the “customer” for someone else’s presentation, the teacher will instruct you to either be an easy or tough sale. Pay close attention to the presentation to come up with possible objections and participate in the sales presentation. The teacher will arrange for the sales presentation to be videotaped. Part C – After all sales presentations have been filmed, the entire class will view and critique them, completing the Peer Evaluation Form AS5.10.

PRODUCT SALES PRESENTATION SCORE CARD Poor Fair Good Excellent Contestant’s

Points Pre-Sale 0-15 16-30 31-45 46-60 Approach 0-5 6-10 11-15 16-20 Demonstration 0-15 16-30 31-45 46-60 Customer Objections

0-5 6-10 11-15 16-20

Closure 0-10 11-20 21-30 31-40 TOTAL POINTS 200 PRE-SALE CUSTOMER OBJECTIONS Folder Identifying Customer Objections Preparation for Sale Handling Customer Objections Product, Company, Industry Knowledge APPROACH CLOSURE First Impressions Ask for Order Create Customer Attention Recognize Closing Opportunities Determine Customer Wants Establish Rapport DEMONSTRATION Feature and Related Customer Benefit Allow Customer to Participate



Sales Presentation – Peer Evaluation

1. Was well prepared 0 1 2 3 4 5

2. Approach

0 1 2 3 4 5

3. Created interest 0 1 2 3 4 5

4. Established a favorable impression 0 1 2 3 4 5

5. Determined a need or problem 0 1 2 3 4 5

6. Well-organized information 0 1 2 3 4 5

7. Matched customer needs to product benefits 0 1 2 3 4 5

8. Pointed out the most obvious benefits first 0 1 2 3 4 5

9. Got the customer involved and motivated 0 1 2 3 4 5

10. Tried to close sale during presentation 0 1 2 3 4 5

11. Established the difference between valid and hidden objections 0 1 2 3 4 5

12. Used objections to pinpoint needs of customer 0 1 2 3 4 5

13. Handled objections with a method appropriate to the situation 0 1 2 3 4 5

14. Tried to close the sale while handling objections 0 1 2 3 4 5

15. Maintained an optimistic attitude 0 1 2 3 4 5



16. Explained all the product features completely

0 1 2 3 4 5

17. Stressed the major benefits of the product 0 1 2 3 4 5

18. Used appropriate techniques to close sale 0 1 2 3 4 5

Additional comments/suggestions for salesperson:



Sales Presentation Alternative Evaluation

1. “Would you like me to fill out an order form?” is an example of a(n) ________________ close.

a. direct b. choice c. assumptive d. conditional

2. In a(n) _____________________ close, the salesperson thinks that the customer is ready

to make a purchase based on feedback. a. choice b. conditional c. summary d. assumptive

3. Which of the following is NOT a type of opposition described in this lesson?

a. hidden objections b. invalid objections c. valid objections d. misunderstandings

4. In _____________________, the customer objects based on his or her misinterpretation

of information. a. hidden objections b. invalid objections c. valid objections d. misunderstandings

5. The salesperson goes through the points of the presentation and gets consensus on each

point in a(n) __________________________ close. a. assumptive b. direct c. summary d. choice

6. In a(n) _____________________ close, the salesperson asks the customer to decide

between two options for buying. a. direct b. choice c. summary d. assumptive



7. __________________________ are objections made by the customer to disguise true objections.

a. Hidden objections b. Invalid objections c. Valid objections d. Misunderstandings

8. “Will you purchase the product if I can get you a discount?” is an example of a(n)

_____________________ close. a. choice b. summary c. assumptive d. conditional

Identify the seven steps in the Feature Benefit Sales Presentation Technique 9. 10. 11. 12. 13. 14. 15.

retail agribusiness sales: sales presentation notes page › curriculum › unit05 › as5 sales...

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