The key frontline activity of marketing is, you guessed it, sales.
We’re wrapping up the first semester with a major presentation on sales and the techniques that help us prepare for, execute and close the sale. Here’s what you need to do:
- Read the first four chapters of Unit 5 – Selling – and do the vocabulary.
- Pay extra close attention to the following topics. They will be the key parts of your individual PowerPoint presentations:
- Knowing your product and your customer – you’ll need to cover all the facets of this from Section 12.1
- The Preapproach
- How to acquire “leads”
- The Steps of a Sale
- Approaching the customer
- Determining needs
- Presenting the product
- Overcoming objections
- Closing the sale
- Suggestion selling
- Relationship building
Don’t forget to end with your Citations page, with bonus points for having outside sources. This will be due on Tuesday, Dec. 11, two days before your final. We may need the 11th and our two-hour final period on the 12th for each of us to give our presentations.
Hot tip: Check out How Stuff Works – “How Sales Techniques Work.” There’s a link to it in our Useful Links area.
