© 2009 South-Western, Cengage LearningMARKETINGMARKETING

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CHAPTER 17

Technical Sales Event

PurposeThe purpose of the Technical Sales Event is to

provide an opportunity for students to demonstrate knowledge of a technical product.

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CHAPTER 17

Technical Sales Event

ScenarioParticipants will organize and deliver a sales

presentation for their selected technical product to meet the needs of customers

The target customers are parents of students in elementary, middle, and high school.

New product and/or service target market customers will be identified annually by DECA.

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CHAPTER 17

Technical Sales Event

DescriptionYou must organize appropriate information and

present/defend a sales presentation.The 20-minute oral presentation will consist of 15

minutes for the sales presentation and 5 minutes for the judge’s questions.

Your presentation will be evaluated for effectiveness of public speaking and presentation skills and how well you respond to the judge’s questions.

(continued on the next slide)

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CHAPTER 17

Technical Sales Event

DescriptionAcceptable visual aids include three standard-sized

posters not to exceed 22" × 30" each and one standard-sized presentation display board not to exceed 36" × 48" to be placed on chairs or free-standing easels.

Electronic presentations with no sound effects may also be used in the Technical Sales Event.

(continued from the previous slide)

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CHAPTER 17

Technical Sales Event

Performance Indicators EvaluatedCommunicate reasons for buying a new technical

product.Take a concept from an idea to an actual product.Analyze product information to identify product

features and benefits.Set priorities and demonstrate effective time

management.Demonstrate critical-thinking/problem-solving skills.