Bsba MM 3104 Group 4 Narrative Report

Republic of the Philippines
BATANGAS STATE UNIVERSITY

The National Engineering University
ARASOF-Nasugbu Campus
R. Martinez St., Brgy. Bucana, Nasugbu, Batangas, Philippines 4231
E-mail Address: cabeihm.nasugbu@g.batstate-u.edu.ph
Website Address: http://www.batstate-u.edu.ph
Narrative Report of Group 4
I. Introduction
Our topic to be discussed is about Elements of a Great Sales Presentation
MAIN TOPICS
The Tree of Business Life: Presentation
The Purpose of the Presentation
Three Essential Steps within the Presentation
The Sales Presentation Mix
Visual Aids Help Tell the Story
Dramatization Improves Your Chances
Demonstrations Prove It
Technology Can Help!
The Sales Presentation Goal Model
The Ideal Presentation
Be Prepared for Presentation Difficulties
II. Objectives
After studying this chapter, you should be able to:
 Discuss the purpose and essential steps of the sales presentation.

 Give examples of the six sales presentation mix elements.
 Describe difficulties that may arise during the sales presentation and explain how to
handle them.
 State how to handle discussion of the competition.
Leading Innovations, Transforming Lives, Building the Nation

 Explain the need to properly diagnose the prospect’s personality to determine the design
of the sales presentation.
III. Procedures
1. Making our own Power Point Presentation.
A. The content of our PowerPoint presentation is based on the module provided by our
course instructor.
B. We used the Canva app to make our new PPT.
2. Assignation of topics.
3. Each of us does research on our assigned topics to get additional information.
4. Making and editing our video presentation.
IV. Uploading the finalized video presentation on google classroom.
INTRODUCTION
This chapter discusses the elements of the presentation—the fourth step in the sales
process. We examine the purpose and essential steps in the presentation. Next, we review and
expand on the presentation techniques salespeople use and how to handle the customer in the
sales challenge. The chapter ends by discussing the importance of the proper use of trial closes
and difficulties that may arise in the presentation, along with the need to design your presentation
around an individual situation and buyer. Let’s first see what business life is about.

Exhibit 11.1. The presentation is the heart of the sale.
The main goal of your presentation is to provide information to the prospect/customer.

This information includes the discussion of your product, marketing plan, and business
proposition. Once you have given your presentation, the person is in a much better position to
know if your product should be purchased. However, we know that a prospective buyer
considers many things before deciding about what product to buy.
Let's move on to 3 essential steps within the presentation.
For the first step Fully discuss your product. Fully discuss the features, advantages, and
benefits of your product. Tell the whole story.

Second step, Present your marketing plan. Present your marketing plan. For wholesalers
and retailers, this is your suggestion on how they should resell the product. For end users, it is
your suggestion on how they can use the product.
And for the last step, Explain your business proposition. This step relates the value of
your product to its cost. It should be discussed last since you always want to present your
product’s benefits and marketing plan relative to your product’s price.
So once again, the three essential steps within the presentation are fully discussing your product,
presenting your marketing plan, and explain your business proposition.
Let’s discuss the sales presentation goal model.
So, the presentation goal model will help you decide whether to use some or all the sales
presentation mix ingredients. You need to answer these six questions:
1. What is your objective?
2. Who is your audience?
3. How will you structure your presentation?
4. How will you create an impact?
5. How will you design and display visual aids?
6. How will you stage your presentation?
Your sales presentation goal(s) and the answers to these six questions will be your guide to
skillfully show and tell your customers how your product will fulfill their needs.
Technology Can Help!
 Technology provides excellent methods of presenting information to the buyer in a

visually attractive and dramatic manner.
 Using a computer in front of the buyer can be impressive.

 Multimedia computers present video clips, play sound bites, show beautifully illustrated
graphics, and can be connected to projection equipment for great presentations.
 Computer software can quickly crunch data providing instant solutions to buyers'
questions.
So how technology can help the presentation? It can help because we can draw, edit, and add
content to your presentation through technology. As an example, we will look at how
Mentimeter is interactive and engaging for the audience. This presentation software allows you
to invite your audience to interact with your slides.
The Ideal Presentation
 In the ideal presentation, your approach technique quickly captures your prospect's
interest and immediately identifies signals that the prospect has a need for your product
and is ready to listen.
 The ideal prospect is Friendly, polite, and relaxed: will not allow anyone to interrupt you;
asks questions; and participates in your demonstration as planned. This allows you to
move through the presentation skillfully.
 The ideal customer cheerfully and positively answers each of your questions. allowing
you to anticipate the correct moment to ask for the order. You are completely relaxed and
sure of yourself when you come to the close.
As we all know, a business plan is a formal document that details the purpose of a business
and what it does. A business presentation plan focuses on explaining business details using
visual slides. Business plans are a great summary for those unfamiliar with the business,
especially an external business partner.
For additional information we should develop an outline of what we want to say or “pitch.”
Our presentation should tell a persuasive story, establish your business expertise, address any
concerns of customers, clients, investors, or partners, and end with a call for action.

Visual Aids Help Tell the Story
Visual aids are essential tools in sales presentations, as they primarily appeal to the
prospect's sense of sight, aiming to create mental images of the product's features, advantages,
and benefits. These aids can take various forms, including the actual product, charts and graphics
illustrating product features, photographs and videos showcasing the product and its uses, models
or mock-ups, equipment such as videos, slides, and computers, as well as sales manuals, product
catalogs, order forms, and sample advertisements. It's crucial for salespeople to ensure that their
visual aids are well-maintained and of top quality, as they play a significant role in enhancing the
presentation and making the product more tangible and appealing to potential buyers.
Additionally, the effective organization and utilization of visual aids from the salesperson's bag
can greatly contribute to the success of the sales presentation.
Furthermore, the best visual aid often remains the actual product itself, as it provides a
tangible and authentic representation of the offering. Salespeople should prioritize the use of
new, professionally developed visuals and discard any worn-out or damaged aids. By
incorporating visual aids into their presentations, salespeople can effectively engage prospects
and leave a lasting impression, ultimately increasing the likelihood of a successful sale.
Dramatization Improves Your Chances
Dramatization in sales involves presenting a product in a striking, showy, or extravagant

manner to capture the prospect's attention and make the product more memorable. It can be
considered a form of theatrical presentation of products, aiming to engage the audience and leave
a lasting impression. However, it's crucial to exercise caution when incorporating dramatics into
a sales presentation, ensuring that it will work effectively and not backfire. The provided context
includes an example of a salesperson who failed to consider the potential consequences of
dramatics, leading to an unfortunate incident. When used correctly, dramatics can be highly
effective in differentiating a sales presentation and making the product stand out in the buyer's
mind.

One effective method for developing ideas for the dramatization of a product is to
observe television commercials, where products are often presented using visuals, demonstrated,
and dramatized. The context provides examples of television advertisements that effectively
utilize dramatization to showcase the quality and performance of products, such as the Heinz
tomato ketchup and Bounty paper towel advertisements. By leveraging dramatic demonstrations,
salespeople can set themselves apart from the competition and deliver informative and engaging
presentations that resonate with buyers, ultimately increasing their chances of making successful
sales.
The Three of Business Life: Presentation
The Tree of Business Life is a model that illustrates the different stages of business
growth and development, from start-up to maturity and decline. It emphasizes the importance of
adapting to changing market conditions and customer needs, as well as investing in innovation,
technology, and talent development.
The "Tree of Business Life" is a metaphorical representation often used to illustrate the
various aspects and components involved in running a successful business. It typically
showcases interconnected branches representing elements like marketing, finance, operations,
human resources, and more, akin to branches on a tree that support its growth. Presenting this
concept involves visually depicting these branches and how they contribute to the overall health
and success of a business. Would you like help with structuring or designing a presentation
around this concept?
Demonstrations Prove It
One of the best ways to convince a prospective person that a product is needed is to show
the merits of the product through a demonstration as George Wynn did. If a picture is worth a
thousand words, then a demonstration is worth a thousand pictures. Therefore, it is best to show
the product, if possible, and have the prospect to use it. If this is not feasible, then pictures,

models, videotapes, films, or slides are the best alternatives. Whatever the salesperson is
attempting to sell, the prospect should be able to see it.
Demonstrations wield immense persuasive power by showcasing a product's merits

firsthand, compelling prospects to recognize its value. George Wynn's approach underscores the
impact of demonstrations—far more effective than a multitude of pictures or descriptions.
Directly presenting the product or utilizing visual aids like pictures, models, or videos provides
tangible proof, enhancing the prospect's understanding and conviction. Ultimately, allowing
prospects to witness or experience the product solidifies its relevance, significantly influencing
their buying decisions.
Demonstration Checklist
 Is the demonstration needed and appropriate?

 Have I developed a specific demonstration objective?
 Have I properly planned and organized the demonstration?
 Have I rehearsed to the point that the demonstration flows smoothly and appears to be
actual?
*What is the probability that the demonstration will go as planned?
*What is the probability that the demonstration will backfire."
*Does my demonstration presents my product in an ethical and professional manner.
A demonstration checklist serves as a compass for an effective presentation. First,

determining the necessity and appropriateness of the demonstration ensures it aligns with goals
and audience needs. Developing a specific objective clarifies the purpose, guiding the content
and structure. Methodical planning and organization facilitate a coherent flow and smooth
execution. Rehearsing extensively ensures seamless delivery, creating an authentic and engaging
experience for the audience.

Assessing the likelihood of the demonstration going as planned involves risk analysis and
mitigation strategies, acknowledging potential deviations. Evaluating the probability of "hacking
fire," perhaps meaning unexpected failures or disruptions, is essential for contingency planning.
Lastly, ethical, and professional conduct is imperative. Ensuring the demonstration

represents the product or idea ethically, with respect and professionalism, cultivates trust and
credibility with the audience. Each aspect—necessity, objectives, planning, rehearsal, risk
assessment, ethical presentation—contributes to a successful demonstration that resonates
effectively with the audience.
Reasons for Using Visual Aids, Dramatics, and Demonstrations
As we have seen, visual aids, dramatics, and demonstrations are important to the sales-
person's success in selling a prospect. The reasons to use them include wanting to.
 Capture attention and interest.

 Create two-way communication.
 Involve the prospect through participation.
 Afford a more complete, clear explanation of products.
 Increase a salesperson's persuasive powers by obtaining positive commitments on
a product's single feature, advantage, or benefit.
Visual aids, dramatics, and demonstrations are integral in sales due to their impactful
nature. They serve to captivate attention and interest, drawing the prospect into the presentation.
These tools facilitate two-way communication, engaging the audience actively rather than
passively absorbing information. By involving the prospect through participation, a sense of
ownership and connection with the product is cultivated.
Additionally, they offer a more comprehensive and lucid understanding of products or

services, enhancing clarity and reducing ambiguity. Leveraging these tools increases a
salesperson's persuasive abilities by prompting positive commitments based on specific product
features, advantages, or benefits.

Additionally, they offer a more comprehensive and lucid understanding of products or

services, enhancing clarity and reducing ambiguity. Leveraging these tools increases a
salesperson's persuasive abilities by prompting positive commitments based on specific product
features, advantages, or benefits. This focused approach directs the prospect towards recognizing
the value proposition, leading to better-informed purchasing decisions. Overall, visual aids,
dramatics, and demonstrations create an immersive and persuasive sales environment, fostering
meaningful interactions that drive successful outcomes.
Guidelines for Using Visual Aids, Dramatics, and Demonstrations
Although visual aids, dramatics, and demonstrations are important, their proper use
critical to their effectiveness. When using them, consider.
 Rehearsing by practicing in front of a mirror, on a tape recorder, and/or on videotape.

Once you are ready to make the presentation, begin using it with less important prospects.
This allows you time to refine the presentation before contacting more important
accounts.
 Customizing them to the sales call objective the prospect's customer profile and the
customer benefit plan and concentrating on the prospect's important buying motives,
using appropriate multiple appeals to sight, touch, hearing, smell, and taste (see Exhibit
11.9).
 Making them simple, clear, and straightforward.
 Being sure you control the demonstration by not letting the prospect divert you from
selling. It can be disastrous to have the prospect not listen or pass up major selling points
you wished to present.
 Making them true to life.
 Encouraging prospect participation.

 Incorporating trial closes (questions) after showing or demonstrating a major feature,
advantage, or benefit to determine if the prospect believes the presentation and considers
it important.
Using visual aids, dramatics, and demonstrations effectively in sales necessitates meticulous
guidelines. Rehearsal is key practicing in front of mirrors, recording devices, and gradually using
them with less critical prospects allows refinement before approaching key accounts.
Customization is crucial, aligning the presentation with sales objectives, customer profiles, and
their benefit plans, leveraging multiple sensory appeals to resonate deeply with prospects.
Simplicity is paramount for comprehension, ensuring the message remains clear and
straightforward. Controlling the demonstration's flow is vital; maintaining focus prevents the
prospect from derailing the sales pitch, ensuring all key points are effectively conveyed.
Authenticity adds credibility—keeping presentations true to life enhances trust.
Encouraging prospect participation fosters engagement and connection. Moreover,

integrating trial closes questions posed after showcasing a significant feature or benefit—
assesses the prospect's belief in the presentation's importance, guiding further discussion. These
guidelines collectively streamline the use of visual aids, dramatics, and demonstrations,
maximizing their impact and reinforcing the persuasive power of the sales pitch.
The Purpose of the Presentation
What is the purpose of the presentation? It provides knowledge via the features,
advantages, and benefits of your product, marketing plan, and business proposal. This allows the
buyer to develop positive personal beliefs toward your product. These beliefs result in desire (or
need) for the type of product you sell.

A real need is established, the buyer wants to fulfill that need, and there is a high
probability that your product is best. This results in your making a sale, as shown in Exhibit 11.2.
Whether or not to buy is a choice decision, and you have provided the necessary information so
that the customer chooses to buy from you.
Assume, for example, that you are a salesperson for IBM, and you wish to sell 10 of your
new personal computers, costing $5,000 each, to a company. The prospect’s company uses your
competitor’s products, which cost $3,000 each. How should you conceptualize the prospect’s
thought processes regarding whether or not to buy from you (as shown in Exhibit 11.1) to
develop your presentation?
Begin by realizing that the prospect has certain attitudes toward her current personal
computers. The prospect’s job performance is judged by her management of certain
responsibilities. Thus, improving the performance of company employees is important. However,
the prospect knows nothing about you, your product, or your product’s benefits. The prospect
may feel that IBM products are good, high-quality, expensive products. However, you cannot be
sure about the buyer’s current attitudes.
The Sales Presentation Mix
Salespeople sell different products in different ways, but all salespeople use six classes of
presentation elements to some degree in their presentations to provide meaningful information to
the customer. These elements are called the presentation mix.

The sales presentation mix refers to the elements the salesperson assembles to sell to
prospects and customers. While all elements should be part of the presentation, it is up to the
individual to determine how much each element is emphasized.
This determination is primarily based on the sales call objective, customer profile, and customer
benefit plan. Let’s examine each of the six elements, as shown in Exhibit 11.5.

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Republic of the Philippines

BATANGAS STATE UNIVERSITY

Our topic to be discussed is about Elements of a Great Sales Presentation

The Tree of Business Life: Presentation

The Purpose of the Presentation

Three Essential Steps within the Presentation

The Sales Presentation Mix

Visual Aids Help Tell the Story

Dramatization Improves Your Chances

Technology Can Help!

The Sales Presentation Goal Model

The Ideal Presentation

Be Prepared for Presentation Difficulties

After studying this chapter, you should be able to:

 Discuss the purpose and essential steps of the sales presentation.

Leading Innovations, Transforming Lives, Building the Nation

1. Making our own Power Point Presentation.

B. We used the Canva app to make our new PPT.

3. Each of us does research on our assigned topics to get additional information.

4. Making and editing our video presentation.

IV. Uploading the finalized video presentation on google classroom.

Leading Innovations, Transforming Lives, Building the Nation

Exhibit 11.1. The presentation is the heart of the sale.

The main goal of your presentation is to provide information to the prospect/customer.

Let's move on to 3 essential steps within the presentation.

Leading Innovations, Transforming Lives, Building the Nation

Let’s discuss the sales presentation goal model.

1. What is your objective?

2. Who is your audience?

3. How will you structure your presentation?

4. How will you create an impact?

5. How will you design and display visual aids?

6. How will you stage your presentation?

Technology Can Help!

 Technology provides excellent methods of presenting information to the buyer in a

Leading Innovations, Transforming Lives, Building the Nation

The Ideal Presentation

Leading Innovations, Transforming Lives, Building the Nation

Dramatization Improves Your Chances

Dramatization in sales involves presenting a product in a striking, showy, or extravagant

Leading Innovations, Transforming Lives, Building the Nation

The Three of Business Life: Presentation

Leading Innovations, Transforming Lives, Building the Nation

Demonstrations wield immense persuasive power by showcasing a product's merits

 Is the demonstration needed and appropriate?

*What is the probability that the demonstration will go as planned?

*What is the probability that the demonstration will backfire."

*Does my demonstration presents my product in an ethical and professional manner.

A demonstration checklist serves as a compass for an effective presentation. First,

Leading Innovations, Transforming Lives, Building the Nation

Lastly, ethical, and professional conduct is imperative. Ensuring the demonstration

Reasons for Using Visual Aids, Dramatics, and Demonstrations

 Capture attention and interest.

Additionally, they offer a more comprehensive and lucid understanding of products or

Leading Innovations, Transforming Lives, Building the Nation

Additionally, they offer a more comprehensive and lucid understanding of products or

Guidelines for Using Visual Aids, Dramatics, and Demonstrations

 Rehearsing by practicing in front of a mirror, on a tape recorder, and/or on videotape.

Leading Innovations, Transforming Lives, Building the Nation

Encouraging prospect participation fosters engagement and connection. Moreover,

The Purpose of the Presentation

Leading Innovations, Transforming Lives, Building the Nation