use the presentation layout to complete exercise 13.1, 14.1, & 14.2 . all attached below .
Product: MimioPad (within the MimioClassroom line) Audience: The BUYING Center of the CC (the product itself is for Full-time faculty members of a community college) Presentation Style - Outine Presentation - This method of presentation uses several units of conviction. This will allow presenters to show the problem and solution. This presentation method would best discuss benefits, facts, evidence, etc. This method will allow us to properly prepare and organize the presentation. This method will make it easy to assign roles (if necessary). With this method, we are able to implement demonstrations, testimonials, and case studies. In this method we are able to use multiple approaches. This approach is not to be read word for word and is used for those who are confident in their approach. As a result, will potentially build our skills while also giving our audience a more secure feel if we are confident in our work. Presentation Tactics Suits my personality, my product, and my prospects' needs. Participation: - Get the buying center employees involved. If they don't contribute, they won't purchase anything. - Ask questions to get involved; Address problems or needs most relevant to the person Demonstration: - Showmanship: skill in entertaining during presentations - Engages in the 3/5 senses: hear, see, touch - The employees will remember 50% of what they see and hear - increase info retention Presentation tactics our team plans to use are both participation and demonstration tactics. Although the consumers are the community college's full-time faculty members, the customers are the buying center's employees. We need the customers to be just as involved as the consumers would, or else they won't purchase our MimioPad. We'll encourage the buying center to ask their own questions regarding the product throughout the presentation. This effort is to prevent any misunderstanding and to give the customers spate to recognize their need for the MimioPad. By demonstrating the MimioPad during the presentation, customers will engage their auditory. visual, and tactile senses. According to the textbook, the customers will retain 50% of the information presented. This'll heighten the chance of them buying our product. - The employees will remember 50% of what they see and hear - increase info retention Presentation tactics our team plans to use are both participation and demonstration tactics. Although the consumers are the community college's full-time faculty members, the customers are the buying center's employees. We need the customers to be just as involved as the consumers would, or else they won't purchase our MimioPad. We'll encourage the buying center to ask their own questions regarding the product throughout the presentation. This effort is to prevent any misunderstanding and to give the customers space to recognize their need for the MimioPad. By demonstrating the MimioPad during the presentation, customers will engage their auditory, visual, and tactile senses. According to the textbook, the customers will retain 50% of the information presented. This'll heighten the chance of them buying our product. Presentation Sales Tools For this presentation, we could demonstrate and explain the item through powerpoint to give the viewers a more visual breakdown of the product. In this powerpoint we can show what the product looks like and further explain the features and benefits of having this product. We could also have a prototype of the item that could be physically seen and used, or we could show a simple video and demonstrate all its features. 1. Structure: ensure that the powerpoint flows and is well put together to keep the audience's attention. 2. Use visuals \& images to communicate your message 3. Ensure that less wording is used on the actual slides, the presentation should be more memorized than read word for word. 4. Touch important details of the product 5. Effective delivery: Be persuasive and show enthusiasm when reviewing the product. IN-CLASS EXERCISES The following in-class exercises help build teams, improve communication, and emphasize the reatworld side of selling. They are meant to challenge you, help you learn how to deal with problems with no single right answer, and use a variety of skills beyond those employed in a typical review question. Read and complete each activity. Then in the next class, discuss and compare answers. EXERCISE 13.1 Anticipating Objections Working with the same team of which you (see Exhibit 13.1). Next, decide on when you were a member for Exercise 12.1 in the intend to answer each objection and why. previous chapter, review your presentation Finally, describe the approach you would plan. This time, try to anticipate objections take toward answering each objection. In the that your buying center counterparts might case of price objections, be especially careful raise to various points in your presentation. to explain how you would handle them. Be For each objection that you identify, classify prepared to discuss the results in class. it according to the category of objection IN-CLASS EXERCISES The following exercises help build teams, improve communication, and emphasize the realworld side of selling. They are meant to challenge you, help you learn how to deal with problems with no one right answer, and use a variety of skills beyond those employed in a typical review question. Read and complete each activity. Then in the next class, discuss and compare answers. EXERCISE 14.1 Planning Closes This is the final planning exercise for your tunities into your plan. Specifically, note the team. Therefore, you should use the same team following points: that worked with for role plays 12.1 and 13.1. Review your presentation plan as amended - When will you introduce trial closes by your approach to handling objections. (calls for opinion), and why? Which type Now you need to insert appropriate closing of trial closes will you use? attempts. Although you are dealing with a - What sorts of nonverbal buying signals buying center, your experience as the chief will you look for throughout your decision-maker should allow you to identify presentation? personality types (driver, expressive, amiable, - What type of final close (call for decision) analytical). With all of the other information will you attempt? Why? When? about the buying center's needs and concerns . What will be the objective of your final that you have developed, insert closing opporclose, your call to action (sale, trial order. call back, etc.), and why? EXERCISE 14.2 A Sign of True Love? For this exercise, the class should be divided personal attraction. Exclude any overt verbal into teams of four. Beginning salespeople often expressions of love or affection, or nonverbal have difficulty remembering and noticing expressions such as touching, hugging, or verbal and nonverbal buying signals. But put kissing. As you create your list, also think in them in a social situation in which they are each case of a corresponding or analogous trying to attract the romantic attentions of buying signal, verbal or nonverbal, based someone they admire, and they notice every on what you know about body language. little twitch and nuance! The team with the highest number of legiti- As a team, you should brainstorm subtle mate pairings (as determined by your verbal and nonverbal cues that indicate instructor) wins
