Sales Presentation

• Assume that you are a salesperson working for this company and that your boss has asked you to prepare and deliver a 5-8 minute presentation to a group of new potential business customers.

Your Presentation Objectives:

1. To create a favourable impression of yourself, your company and your products by

effectively communicating relevant information.

2. To persuade the prospects that one of your major products is the best one for them

by identifying 5 major features and benefits.

Company Selection Criteria:

 

Choosing your company and product for the presentation is a very important first step.

 

• Select a company that markets either consumer goods or services in a “Business-to-Business” situation. Retail or direct-to-customer selling is not permitted.

 

• Select a company and product that you have a personal interest in or are familiar with. It can be related to a hobby or recreational interest (e.g. digital camera, snowboard, musical instrument, hockey sticks, food product, etc.) The more you know about the product, the easier it will be for you to talk about it with enthusiasm and confidence.

 

• Select a company and product for which you can readily obtain the information that you need. This will save you a great deal of time. To be prepared for your presentation, you must have thorough knowledge of the industry, the product you are selling, the company you are selling for and its major competitors. This necessitates having access to information.

 

• You can choose the same company as your major project. If you are working with a partner on the major project, only one of you can use the company for the sales presentation to avoid duplication.

 

•  If your chosen company has a broad line of products, select one specific major product to feature in your presentation (i.e. Canon digital camera – Model D1500). This will make it easier for you to focus your presentation.
• If you are not sure if the company or product that you have selected is appropriate, please consult with the instructor before you begin.

Required Format:

1. Introduction

– greet your audience – Reminder: They are business customers

– introduce yourself and your company in a professional way

– state the purpose of your presentation and tell your audience how they will benefit

from your presentation answering the question, “What’s in it for me?”

2. Company Overview

– define which industry/business your company is in

– brief company history and profile

– scope of Canadian Operations (location of facilities and description of functions

performed Canada e.g. manufacturing, sales & marketing, distribution etc.)

– identify any “claims to fame” – what distinguishes your company from others?

 

3. Major Industry Trends

– what are the current major industry trends and/or consumer trends?

– how is your company adapting?

 

4. Major Product

– describe one major product that you want the prospects to buy from your company

– tell them why you are recommending it to them – differentiate it from the competition

– discuss the TOP 5 FEATURES and BENEFITS to show why it is a good choi

– if your audience is a group of resellers (retailers), tell them why they should buy this

product for their stores and, how will they benefit from carrying your product

– show product samples or include a brief demonstration if appropriate

– BE PERSUASIVE!

 

5. Conclusion

– briefly re-cap why they should buy this product from you using a brief “summary of

benefits” statement

– The Closing – tell your customers what you would like them to do at the end of the

presentation