AS5 Agriculture Management, Economics, & Sales Sales - PDF document

AS5 Agriculture Management, Economics, & Sales Sales Presentation Unit: Retail Agribusiness Sales Lesson Title: Sales Presentation Standards ABS.06.05.01.a. Identify, explain and organize components of the sales process. ABS.06.05.02.b. Devise sales practices to achieve goals effectively and efficiently. ABS.06.05.02.c. Prepare and make sales presentations. ABS.06.05.03.b. Use strategies to follow up sales to provide post-sales service. ABS.06.05.03.c. Intercept, interpret and process customer complaints, needs, and problems with products and services. CCSS.ELA-Literacy.W.11-12.3 Write narratives to develop real or imagined experiences or events using effective technique, well-chosen details, and well-structured event sequences. CCSS.ELA-Literacy.SL.11-12.3 Evaluate a speaker’s point of view, reasoning, and use of evidence and rhetoric, assessing the stance, premises, links among ideas, word choice, points of emphasis, and tone used. Student Learning Objectives Slide 2 in AS5 Sales Presentation Lesson Objective After completing the lesson on the sales presentation, students will demonstrate their ability to apply the concept in real-world situations by obtaining a minimum score of 80% on a sales presentation. Enabling Objectives As a result of this lesson, the student will… 1. Define the seven steps of the Feature Benefit Sales Presentation Technique and the need for each and gather and/or create resources to aid in final sales presentation. 2. Create a list of attention getters to use when meeting a customer and identify techniques to use when approaching customers in the four selling environments. 3. Identify and address valid objections, hidden objections, and misunderstandings. 4. Script examples of each type of close to use in a sales presentation

 Page 2  Time : Approximately 300 minutes List of Resources Agricultural Sales (2012, November). Retrieved from: http://dese.mo.gov/divcareered/documents/ffa-ag-sales-cde-revised-12-12.pdf. BCC Business Clips. (2009). Shark Tank “Happiness Product Line” Pitch. Retrieved from http://www.youtube.com/watch?v=cQgIJjevqDk. Corson-Knowles, Tom. (2012). Don Draper’s Sales Pitch – Funny Yet Effective Way To Sell More. Retrieved from http://www.youtube.com/watch?v=r5iaTRqIafU. Instructional Materials Laboratory. (1997). Agribusiness Sales, Marketing, and Management Instructor Guide . Columbia, MO: University of Missouri. Originalmancandle. (2011). Original Man Candle On Shark Tank. Retrieved from http://www.youtube.com/watch?v=5aFcS1bsyOg. Schneiderheinze R., Wood C. (1997). Agribusiness Sales, Marketing, and Management Student Reference . Columbia, MO: Instructional Materials Laboratory. Tubeyvids. (2010). Sales Presentation. Retrieved from http://www.youtube.com/watch?v=FcTxsTvGeK4. Urban26. (2007). Ag. Sales Presentation. Retrieved from http://www.youtube.com/watch?v=rtnwMMLELy4. Whitesox001. (2010). Sales Presentation Video for MARK 4094. Retrieved from http://www.youtube.com/watch?v=EE-HZPn08vw. List of Tools, Equipment, and Supplies AS5 PowerPoint Presentation AS5 Activity Sheet and Evaluation Packet Note card or small sheet of paper for review activity Folders for each student to keep resources to aid in sales presentation Device to videotape sales presentation Key Terms Slide 3 in AS5 Sales Presentation The following terms are presented in this lesson (shown in bold italics): Valid Objection Hidden Objection Add-On Sale Retail Agribusiness Sales  AS5  Sales Presentation

 Page 3  Interest Approach: Use an interest approach that will prepare the students for the lesson. Teachers often develop approaches for their unique class and student situations. A possible approach is included here. Slide 4 in AS5 Sales Presentation Make the Sale: Place an item in front of the class. As a class, create a list of important components in being able to effectively sell that item in a sales presentation. Record these items on the white board. Listen for customer needs (as discussed in AS3), product, company, and industry knowledge (as discussed in AS4), a greeting or opening, a body to the sales presentation, a conclusion, etc. Once a list has been compiled, number the list in the order in which students think the items would appear within a sales presentation. Finally, have a student attempt to sell the item using the exact steps as outlined in the numbered list. When presentation is complete, have students reflect on the student’s performance and/or success at selling the item. Facilitate a discussion on what would have helped the student be more successful and/or effective. Listen for time to prepare, more knowledge of the product, etc. Conclude interest approach determining that there are specific steps we need to take in order to have an effective sales presentation. **If students are shy about performing a sales presentation in front of classmates use one or more of the following techniques:  Instructor demonstrates a sale with another instructor or a student in the class.  Show a video of a sample FFA or student sales presentation. Retail Agribusiness Sales  AS5  Sales Presentation

 Page 4  Summary of Content and Teaching Strategies Objective 1: Define the seven steps of the Feature Benefit Sales Presentation Technique and the need for each and gather and/or create resources to aid in final sales presentation. Teaching Strategies Related Content 1. Recall the conclusion of the interest Feature Benefit Sales Presentation Technique 1. Preparing for the Sale – Product, company, approach and remind students they have already learned the first few steps of an and industry knowledge effective sales presentation. Ask them to 2. Introduction or Building Rapport recall these steps. (Listen for: product, 3. Identifying Customer Needs company, and industry knowledge; building rapport, and identifying customer needs.) Record steps on AS5.1. Slide 5 in AS5 Sales Presentation 2. Now, let’s discover the remaining steps. 4. Demonstration – Show the features of the product and their corresponding benefit to Slide 5 in AS5 Sales Presentation the customer 5. Overcoming Objections 6. Close the Sale – Ask the customer to buy 7. Add-On Sales – Extended warranties, etc. 3. Let’s walk through each step together to Preparing for the Sale identify why it is important.  A vast array of knowledge is needed to answer questions about competing Slide 6-7 in AS5 Sales Presentation products, show the features and benefits of the product, and present yourself as a competent salesperson Introduction or Building Rapport  Shows the customer salesperson can be trusted.  Makes customer more interested in listening to salesperson  Increases chances of making a sale Identifying Customer Needs  Needs to drive a customer’s motivation to buy  Helps salesperson tailor presentation specifically for customer Demonstration  Customers buy because of how the product benefits them  Also an opportunity to show up the competition, demonstrating how your product is better Retail Agribusiness Sales  AS5  Sales Presentation

 Page 5  Overcoming Objections  Objections indicate the customer has an interest in the product  Provides insight into customer’s thought process  Overcoming objections makes customer more knowledgeable about product Close the Sale  How salesperson secures sale  Should be ready to close from the beginning of the presentation Add-On Sales  Now is the time when customers are more likely to buy related products that are highly recommended to use in conjunction with product 4. What resources are available to aid in Resources to aid in constructing presentation constructing each piece of the sales  Customer/prospect profile – Information presentation? about a customer/prospect and his/her company (identification of decision Slide 8 in AS5 Sales Presentation makers, personality type, financial power, problem areas, etc.) that can help in personalizing presentation  Product and company data  List of standard objections and responses  List of product features and related benefits  List of approaches or sales strategies – Use with different personality types  List of closes – Helps salesperson memorize techniques for confirming a sale  List of attention getters – Stories, anecdotes, and special offers that are designed to attract and hold the interest of the customer  Visual aids and demonstration materials – Charts, graphs, models, and displays that stress the positive points of the product  List of add-on sale items for particular product 5. Give each student a folder to begin gathering and/or creating each resource to aid in his/her final sales presentation. Some items have already been created in previous lessons (product and company data, product features and related benefits, how to address sales personalities and communication styles). Those simply need to be gathered and put in the folder. Some Retail Agribusiness Sales  AS5  Sales Presentation