Sales Presentation Techniques
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788776816100
Table of contents: title: Content; title: Preface; title: 1. Introduction; title: 1.1 What Makes a Presentation?; title: 1.2 Understanding the Sales Process; title: 1.3 Skills that Effective Sales Presentations Require; title: 1.4 Written Sales Presentations; title: 1.5 Telephone Sales Presentation Techniques; title: 1.6 Face-to-Face Sales Presentations; title: 2. Understanding the Sales Process; title: 2.1 Introduction; title: 2.2 The Changing Face of Sales Presentations; title: 3. Skills that Effective Sales Presentations Require; title: 3.1 Introduction; title: 3.2 Research and Interviewing Skills; title: 3.3 Listening Skills; title: 3.4 Effective Communication Skills; title: 3.5 Solutions to Problems; title: 3.6 Organization Skills; title: 3.7 Interpersonal Skills; title: 3.8 Self-Motivation Skills; title: 3.9 Perseverance; title: 4. Basic Sales Presentation Techniques; title: 4.1 Introduction; title: 4.2 The Five Second Rule; title: 4.3 The Language You Choose; title: 4.4 Use the Information Available Online; title: 4.5 Getting Past the Gatekeeper; title: 4.6 Sales Presentation Structure; title: 4.6.1 Attention; title: 4.6.2 Interest; title: 4.6.3 Desire; title: 4.6.4 Action; title: 4.7 Sales Presentation Media; title: 4.7.1 Interactive Whiteboards; title: 4.7.2 Video Conferencing; title: 4.7.3 Shared Workspaces; title: 5. Written Sales Presentations; title: 5.1 Introduction; title: 5.2 Structure Tips; title: 5.3 Headline; title: 5.4 Credibility and Relevance Statements; title: 5.5 How and Why Statement; title: 5.6 Action or Follow-Up Statement; title: 5.7 Sign-Off; title: 5.8 P.S.; title: 5.9 Other Tips for Written Presentations; title: 5.10 Special Considerations for Email Presentations; title: 6. Telephone Sales Presentation Techniques; title: 6.1 Introduction; title: 6.2 Preparation; title: 6.3 Introduction; title: 6.4 Questioning; title: 6.5 Objectivity; title: 6.6 Listen and Interpret; title: 6.7 Inform and Educate; title: 6.8 Involve and Coordinate; title: 6.9 Keep Ownership; title: 7. Face-to-Face Sales Presentations; title: 7.1 Introduction; title: 7.2 Know Your Timeframe; title: 7.3 Create a Sales Presentation Checklist; title: 7.4 Edit, Edit, Edit; title: 7.5 Your Behavior; title: 7.6 The Presentation Process; title: 7.7 Presentation Killers; title: 8. Resources