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Show and TellYour first decision in the productpresentation step of the sale iswhat product or products to showyour customer. Then you must thinkabout what to say and how you aregoing to say it. In this step, you havethe opportunity to use consultativeselling.Marketing Essentials Chapter 14, Section 14.1
Show and TellAfter you have learned the customer’s intendeduse of a product, you should be able to select afew samples that match those needs. Whenyou do not know the customer’s pricerange, begin by showing a medium-pricedobject.It is not a good idea to introduce priceearly on in the presentation unless it is amajor selling point because you need time toshow your customers how valuable yourproduct is to them.Marketing Essentials Chapter 14, Section 14.1
Page 1 and 2: Product Chapter Presentation 14Pres
Page 3: Organizing the Product Presentation
Page 7 and 8: Make the Presentation Come AlivePla
Page 9 and 10: Make the Presentation Come AliveDem
Page 11 and 12: Make the Presentation Come AliveIt
Page 13 and 14: SECTION 14.1 REVIEW- click twice to
Page 15 and 16: Understanding ObjectionsobjectionsC
Page 17 and 18: Plan for Objectionsobjectionanalysi
Page 19 and 20: Common ObjectionsThis ad anticipate
Page 21 and 22: paraphraseTo restatesomething in ad
Page 23 and 24: substitutionmethodA selling methodt
Page 25 and 26: Specialized Methods of HandlingObje
Page 27 and 28: Specialized Methods of HandlingObje
Page 29 and 30: third-partymethodA selling methodth
Page 31: SECTION 14.2 REVIEW- click twice to

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