The sales manager frequently has to make presentations to groups, including customers, colleagues or his area sales team. The key to successful presentations is preparation.
Preparation starts with considering the audience, the purpose and the subject matter.
In preparing for a sales meeting or presentation take account of:
The sales team will normally have an interesting a level of detail about products and salesperson that other groups, such as customers,may not.
You, the sales manager, need to be clear on your objectives for the sales meeting or presentation.
The format of the meeting should reflect its purpose, as should the preparation of notes and supporting materials. Typical purposes of meetings include:
A meeting that is designed to present detailed information (e.g. on product ranges,prices, targets, etc.) needs to have more comprehensive charts and supporting handouts than a meeting just giving background information(e.g. outlining label changes for next year). A meeting designed to modify selling (e.g. closing the sale, handling objections, addressing benefits of relocating shelf displays, etc.) needs to have role play scenarios prepared for active role playing in the meeting.
The subject matter
Once you are clear on the meeting’s audience and purpose you need to prepare your notes for your own inputs, structure an agenda,and draft notes on points you want to ensure receive coverage in the meeting. Attention to detail at this stage will reduce the risk of meeting degenerating into a moaning or gossip session. Your sales team should leave each of your meetings feeling it was worthwhile and beneficial. Look at the subject matter to be covered and your agenda, and:
Structuring the presentation
Generally, if you are preparing a formal presentation on a topic, you should divide the presentation into:
Sales Management Related Tutorials
|Marketing Management Tutorial|
Sales Management Tutorial
Roles And Functions In The Sales Force
Sales Structures And Organization
Motivational Management In The Sales Force
Sales Management By Objectives
Motivating Through Rewards And Incentives
Providing Appraisals And Feedback For Motivation, Training And Discipline
Communication In The Sales Force
Sales Meetings And Conferences
Recruitment And Selection In The Sales Force
Basic Sales Training
Field Sales Training
The Planning Process
Sales Force Administration
Sales Management Control
Merchandising At The Point Of Sale
Key Account Management
Alternative Sales Or Distribution Operations
Developing International Markets
All rights reserved © 2018 Wisdom IT Services India Pvt. Ltd
Wisdomjobs.com is one of the best job search sites in India.