RECAP OF TODAY'S LECTURE

-SALES PITCH/USP:
-Pitch is an important subset of presentation.
For Instance, Sales pitch of Sony is “Quality with Price”
Types of Sales Presentation:
- Canned Presentation- This includes all the official slides which the industry provides and which cannot be altered.
- Organized Presentation- The presenter can put its own perspective and prerogative. If the marketer requires focusing on pricing, it can be a pricing oriented presentation.
-It can be location specific.
-Experience
-Due to flaw in canned presentation.
- Tailor-Made Presentation- It generally deals with customerization. It can be prepared differently for different market requirements.
Customization: It is generally segment based and targeted to a certain group of customers.
Customerization: It caters to the individual needs of the customer.
Eg, Maggi utilizes customerization as its USP. Depends upon customer feedback as in the advertisement ‘Meri Maggi’.
Sales Proposal: It is an important part of sales presentation.
(1) Tangibility: Product having tangible benefits.
(2) Assurance: Products providing with assurance of good quality and reliability. Eg, Fevicol.
(3) Responsiveness: It encompasses reaction and reinforcement about the product from the company. Eg, Meru Cabs.
(4) Reliability: There should be no false promises in pitch presentation as it will attract negative word of mouth and unsatisfied customer.
(5) Empathy: Companies that empathize with customers. Eg, McD, makemytrip, Dominos, etc.

By
Kshitij Sharma
RMM,26