Essay Available:
Pages:
1 pages/≈275 words
Sources:
1
Style:
APA
Subject:
Business & Marketing
Type:
Essay
Language:
English (U.S.)
Document:
MS Word
Date:
Total cost:
$ 4.32
Topic:
Strategies of a Great Sales Presentation
Essay Instructions:
As you are signing the guest register to call on a new customer, you notice that a competitor was just there also. You have been told by mutual customers that this competitor’s price is less than yours but the quality of its product is also less. You also know that this particular competitor’s salesperson is very aggressive and has been known to exaggerate the performance of his/her product and denigrate yours. How do you handle this with the customer?
Essay Sample Content Preview:
Strategies of a Great Sales Presentation
Name
Course
Instructor
Date
There is a risk that the other salesperson might focus more on exaggeration to further increase sales, but a good sales presentation could prove effective. Hence, one of the main strategies should be to manage the expectations of customers. This has the potential to build credibility and trust among customers, by consistently asking for their feedback and presenting credible information about the product (Johntson & Marshall, 2013). It is possible to assess potential impact of the product and this shows when there are exaggerations and stretching of the truth. Thus, I would be more aggressive in linking the product’s reputation with customer’s expectations in order to be competitive with the other salesperson.
As the competitor sells low quality products at a low price, it is better to focus on selling value. Customers are attracted to low priced goods because they are affordable, but if the value is low there will be reluctance to buy such products (Johnston & Marshall, 2013). Thus, I would focus on the cost of a product and related value to buying the products. Over time, it is easier to justify higher priced goods in comparison to low quality and low priced goods. There will be emphasis that buying the low value goods will be synonymous with a higher cost.
Overall, aligning customer satisfaction with product value will be crucial towards achieving success. Essentially, engaging customers and being aggressive while also focusing on the value of products will have a positive effect on sales prospects. Since making a sales presentation may appear boring, I would focus more on the core aspects of the product. Hence, it is first necessary to determine if a ...
Name
Course
Instructor
Date
There is a risk that the other salesperson might focus more on exaggeration to further increase sales, but a good sales presentation could prove effective. Hence, one of the main strategies should be to manage the expectations of customers. This has the potential to build credibility and trust among customers, by consistently asking for their feedback and presenting credible information about the product (Johntson & Marshall, 2013). It is possible to assess potential impact of the product and this shows when there are exaggerations and stretching of the truth. Thus, I would be more aggressive in linking the product’s reputation with customer’s expectations in order to be competitive with the other salesperson.
As the competitor sells low quality products at a low price, it is better to focus on selling value. Customers are attracted to low priced goods because they are affordable, but if the value is low there will be reluctance to buy such products (Johnston & Marshall, 2013). Thus, I would focus on the cost of a product and related value to buying the products. Over time, it is easier to justify higher priced goods in comparison to low quality and low priced goods. There will be emphasis that buying the low value goods will be synonymous with a higher cost.
Overall, aligning customer satisfaction with product value will be crucial towards achieving success. Essentially, engaging customers and being aggressive while also focusing on the value of products will have a positive effect on sales prospects. Since making a sales presentation may appear boring, I would focus more on the core aspects of the product. Hence, it is first necessary to determine if a ...
Get the Whole Paper!
Not exactly what you need?
Do you need a custom essay? Order right now: