A good presentation strategy is essential
Planning ahead is key in developing a great presentation strategy. The three prescriptions for developing a good presentation strategy include (1) having a clear understanding of the content and purpose of the presentation, (2) developing an organized and logical sequence of material, and (3) building persuasive arguments and visuals that will engage the audience (Cousins & Smith, 2017). To help organize your presentation, the Six-Step Plan can be a helpful tool. It consists of (1) preparation and research, (2) selecting and organizing content, (3) creating visuals, (4) delivering the presentation, (5) responding to questions, and (6) follow-up (Cousins & Smith, 2017). Four major sections of the Consultative Sales Presentation guide are: 1) introducing the product/service, 2) identifying the needs of the customers, 3) demonstrating the benefits to the customer, and finally 4) closing the sale. The four most common types of questions used in the field of personal selling are open-ended questions, clarifying questions, probing questions, and closing questions (Cousins & Smith, 2017). Cont…
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