Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation Notes Page
Date _______________Topic___________________________________
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Summary of Main Ideas-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Notes-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Main Idea
s, Key Points, Formulas-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
Feature Benefit Sales Presentation Technique
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation Notes Page
Date _______________Topic___________________________________
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Summary of Main Ideas-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Notes-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Main Idea
s, Key Points, Formulas-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
Resources to aid in constructing presentation
Greeting the Customer
Approaches for each sales environment
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation Notes Page
Date _______________Topic___________________________________
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Summary of Main Ideas-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Notes-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐Main Idea
s, Key Points, Formulas-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐
Handling Objections
Closing a Sale
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.1
Feature Benefit Presentation Technique
Retail Agribusiness Sales � AS5 � Sales Presentation
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.
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.2
Handling Objections Type of Objection Description Response
Misunderstanding
Hidden Objection
Valid Objection
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.3
Attention Getters
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.4
Approaches for Selling Environments
RETAIL
WHOLESALE
PROCESSING
DIRECT SALES
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.5
Objections and Responses
OBJECTION
RESPONSE
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.6
Closing a Sale
CLOSE DESCRIPTION EXAMPLE
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.7
Common Closes for Sales Presentations
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.8
The Good and the Bad
Video Title ____________________________________________________________________ Video Title ____________________________________________________________________
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.8
Video Title ____________________________________________________________________ Video Title ____________________________________________________________________
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.9
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
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.10
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
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.10
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:
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.11
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
Retail Agribusiness Sales � AS5 � Sales Presentation
Retail Agribusiness Sales: Sales Presentation AS5.11
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.