5. Sales Presentation Objectives: State as Customer action(s) sought by the salesperson.
Major Objectives Minor Objectives
6. Sales Presentation Planning: Linking benefits, support information, and reinforcement methods. Specific benefits should correspond to prospect’s buying motives from section 3.
A. Specific Benefits:
Benefits to be stressed are arranged in priority order
(sequence to be followed in presentation unless prospect
feedback during the
presentation indicates an
alternative sequence) B. Information needed to
support claims for each
benefit C. Where appropriate, methods for reinforcing verbal content (AV, collateral material, illustration, testimonials, etc.)
1.
1.
1.
2.
2.
2.
3.
3.
3.
4.
List all relevant benefits
for this buying situation 4.
4.