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Date _______________Topic___________________________________

Retail Agribusiness Sales AS5 Sales Presentation

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Retail Agribusiness Sales: Sales Presentation

Feature Benefit Sales Presentation Technique

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Date _______________Topic___________________________________

Retail Agribusiness Sales AS5 Sales Presentation-----------------------------------------Notes--------------------------------------

Handling Objections

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Resources to aid in constructing presentation

Greeting the Customer

Approaches for each sales environment


Handling Objections

Notes Page


Feature Benefit Presentation Technique


AS5.1Retail Agribusiness Sales: Sales Presentation

Feature Benefit Presentation Technique


Preparation for Sale Product, company, and industry knowledge

Introduction or Building Rapport

Identifying Customer Needs

Demonstration Show the features of the product and their corresponding benefit to the customer

Overcoming Objections

Close the Sale Ask the customer to buy

Add-On Sales Extended warranties, etc.

AS5.1 KEY


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

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

Closure 0-10 11-20 21-30 31-40TOTAL POINTS 200

PRE-SALE CUSTOMER OBJECTIONSFolder Identifying Customer ObjectionsPreparation for Sale Handling Customer ObjectionsProduct, Company, Industry Knowledge

APPROACH CLOSUREFirst Impressions Ask for OrderCreate Customer Attention Recognize Closing OpportunitiesDetermine Customer WantsEstablish Rapport

DEMONSTRATIONFeature and Related Customer BenefitAllow Customer to Participate



Sales Presentation – Peer Evaluation

1. Was well prepared0 1 2 3 4 5

2. Approach 0 1 2 3 4 5

3. Created interest0 1 2 3 4 5

4. Established a favorable impression0 1 2 3 4 5

5. Determined a need or problem0 1 2 3 4 5

6. Well-organized information0 1 2 3 4 5

7. Matched customer needs to product benefits0 1 2 3 4 5

8. Pointed out the most obvious benefits first0 1 2 3 4 5

9. Got the customer involved and motivated0 1 2 3 4 5

10. Tried to close sale during presentation0 1 2 3 4 5

11. Established the difference between valid and hidden objections0 1 2 3 4 5

12. Used objections to pinpoint needs of customer0 1 2 3 4 5

13. Handled objections with a method appropriate to the situation0 1 2 3 4 5

14. Tried to close the sale while handling objections0 1 2 3 4 5

15. Maintained an optimistic attitude0 1 2 3 4 5



16. Explained all the product features completely0 1 2 3 4 5

17. Stressed the major benefits of the product0 1 2 3 4 5

18. Used appropriate techniques to close sale0 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. directb. choicec. assumptived. conditional

2. In a(n) _____________________ close, the salesperson thinks that the customer is ready to make a purchase based on feedback.

a. choiceb. conditionalc. summaryd. assumptive

3. Which of the following is NOT a type of opposition described in this lesson?a. hidden objectionsb. invalid objectionsc. valid objectionsd. misunderstandings

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

a. hidden objectionsb. invalid objectionsc. valid objectionsd. misunderstandings

5. The salesperson goes through the points of the presentation and gets consensus on each point in a(n) __________________________ close.

a. assumptiveb. directc. summaryd. choice

6. In a(n) _____________________ close, the salesperson asks the customer to decide between two options for buying.

a. directb. choicec. summaryd. assumptive



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

a. Hidden objectionsb. Invalid objectionsc. Valid objectionsd. Misunderstandings

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

a. choiceb. summaryc. assumptived. conditional

Identify the seven steps in the Feature Benefit Sales Presentation Technique9.

10.

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