RECAP OF SESSION OF 16, FEB 2012


Pitch: Important subset of sales presentation.
3 types of sales presentation:-
1. CANNED
2. ORGANISED
3. TAILOR MADE

Canned Presentation:
Industry will give you a presentation and you can't change the slides.
Company specific slides.
Generally meant for new salesman/woman.

Organised Presentation:
A salesman can add or delete slides from the product presentation.
Its according to a salesman own perspective or prerogative.
It can be done by an experienced salesman.
Can be used if there is some mistake in the canned presentation.

Canned Presentation:
Most used now-a-days.
Individual specific presentation or customerisation presentation.

SALE PROPOSAL:
Features:-

1. Tangibility. (price, distribution, availability, dealer, network, after sale services, etc.)
2. Assurance. (reconfirmation)
3. Responsiveness. (reaction, important for closing of sales)
4. Reliability. (no false promises)
5. Empathy. (emphatic with your customers)


MIMANSA DEWAN
RMM-37