Electronic Media
Salespeople today can customize graphic presentations using their laptops and hand-held computer, VCRs and DVDs, and slide and overhead projectors. Customizing and enriching presentations by using electronic multimedia can be done inexpensively and in a fairly short period of time. Microsoft PowerPoint, for example, allows the salesperson to quickly build a complete, high-impact graphic presentation customized for an individual prospect. The availability of technologies such as computer-based presentation, video, slides, and overhead transparencies leaves the salesperson with no reason to deliver a “canned presentation.”