Assume you work for PROCTER & GAMBLE'S Professional Oral Care team. You are a field sales representative that calls on dental office accounts. You are planning to make a sales presentation to a leading dental office.The office is looking to order a manual brush plan so their hygiene team can give samples of brushes, paste and floss to patients and they are also looking to sell power brushes to help patients improve their overall oral health care.

1. Specifically to this Oral Care team sales force scenario, what advance research and planning would you do to prepare for this presentation to this dental office prior to contacting them to schedule a meeting? What type of information would you gather?
2. In advance of to an Oral Care presentation, what questions would you ask to determine your prospects needs?
3. What benefits would you stress when planning the Oral Care sales presentation and why?
4. What objections do you foresee being raised by the dentist and staff when you make your presentation? (4 marks)