Mktg 354 Professional Sales Presentation Guidelines

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  1. Dress appropriately..no ball caps for sure.
  2. Try not to create negative energy before the presentation...stay positive.
  3. Speak Loudly and Clearly.
  4. Do not rush the presentation.
  5. Show up prepared . You might be told up to 15 minutes before the presentation that there is a change in the presentation rules so be prepared with contingencies.
  6. You will be presenting to the buyer that you profiled in a DL class with no students present. I will invite you into the sales venue when all is readied. The video will be available online for all to see a few days later.
    YOU DO NEED TO COME TO CLASS IF YOU ARE NOT SCHEDULED TO PRESENT.
  7. MAKE SURE that I get a copy of all presentation materials (proof sheets) EMAILED to me and ALL OF YOUR CLASSMATES at least one day before the presentation or you lose 20% of the presentation grade. Check blackboard roster for email addresses. These are especially important for the critique portion of the class.
  8. Read and reread the section in the syllabus entitled: SALES PRESENTATION and SALES PAPER GUIDELINES.
  9. Practice, Practice., PRACTICE!!!!!!!!! All possible scenarios. Practice with a friend, in front of a mirror, or on camera if you have a video camera.
  10. You are responsible to check your email as often as three times a day from 3/26/12 - 4/23/12, to acquire the Role Play change scenarios and or the critique materials.
  11. The sales presentations are 20 minutes. You will get cut off if they exceed this time limit.
  12. READ THIS AGAIN:
    SALES PRESENTATION

    1. You will be selling an BUSINESS PRODUCT (given to you during the fourth week of class) to sell within the team (Your role in the team could represent the professional salesperson, the buyer, and/or the technical sales representative). By listening in class, reading your text, participating in the role plays, and by your own ability ----you will research, develop, and deliver a presentation which SELLS.

    (Seller, Buyer, Product - assignment matrix here)

    Segment Training Videos

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    2. Presentation time limit =at least 20 minutes, no longer than 30 minutes. You CANNOT USE NOTES OR AN OUTLINE IN YOUR FINAL SALES PRESENTATION; If you do, you will lose at least 100 points on your presentation grade.
    SALES PRESENTATION and SALES PAPER GUIDELINES
    1. You have a Business Product to sell to a REAL BUSINESS CUSTOMER (represented by one of the team). Your Business Product must be sold to a company that has a "real" product/service, need, not a fictitious one. This is called BtoB selling. You represent a real company selling to another company, not selling to the final consumer. As a Team, it is your responsibility to develop your own presentation - this is not your manager's (represented by instructor) duty. Thus, I will not be available to comment on what specifically you should do to develop your presentation; it's all in the text and my lectures. You have nothing to guess about. I am, however, always available to explain the project. By listening in class, reading your text, visiting the library, contacting companies, and by your own ability you will research, develop, and deliver a presentation which SELLS.
    2. You must sell to a retailer, wholesaler, or manufacturer; not to an individual person for personal or household use.
    3. Presentation time limit = at least 20 minutes minimum; your buyer is a busy person. You CANNOT USE NOTES OR AN OUTLINE IN YOUR FINAL SALES PRESENTATION; If you do, you will lose at least 100 points on your presentation grade.
    4. You will present as a team. (Seller, Buyer, Product - assignment matrix here) You will use the strategic sales plan/presentation plan paper to practice for your final (your presentation). Thus, it is wise for you to help each other to become really good at selling, and you do this by being good, inquisitive buyers in practices in and out of class to raise as many objections to the sale as you can think of throughout your presentations. The definitions of good sellers and buyers will become quite obvious during your study and lectures.

    5. As noted above, you must create and turn in for grading an original, typed, double-spaced Strategic Sales Plan/ Presentation Preparation Paper. It will not be returned to you, so please keep a copy for your job-search portfolio. This paper is very important to your grade for this project (300 pts), plus it is the only way to prepare for your final presentation, which is an additional (300 pts)of your grade in this class.A good Strategic Sales Plan /Presentation Preparation Paper is the key to success as a salesperson. Your good sales paper will come from each sales team practicing selling and adding to your paper over many hours. Remember this - YOUR PAPER IS 'NOT' A SCRIPT! Far from it.

    SPP EXAMPLES
    One
    Two
    Three
    6. We will cover the details to be included in your Strategic Sales Plan /Sales Presentation Preparation Paper in a class very early in the semester.
Any Questions, Please ASK!!!!!!!