SALES103: Public Speaking for Sales

3.3: Creating the Sales Presentation

• 3.3.1: Sales Speech Structure

  • The Power of Selling: "Chapter 8: The Preapproach: The Power of Preparation" >

    This chapter will introduce you to the "Four Ps" of presentation development. This concept will be helpful in sales and all speaking situations.

• 3.3.2: Presentation Considerations

  • The Power of Selling: "Chapter 10: The Presentation: The Power of Solving Problems" >

    This is an extensive chapter with video support that thoroughly addresses the topic of preparing for a sales presentation. The author goes into great detail about considerations to be made, ranging from your appearance to room set up to materials you should make available. The SPIN technique will come into play and this information will be helpful later in the course.

• 3.3.3: The Close

  • The Power of Selling: "Chapter 12: Closing the Sale: The Power of Negotiating to Win" >

    This is an extensive chapter with video support that thoroughly addresses the topic of closing the sale. The reading offers a number of narratives and illustrations that clearly explain the process of closing a sale.