Sales & Marketing Management

Key elements of the presentation

Making an effective presentation is an art, but it does not happen by accident or
luck.

The preparation of a presentation begins with the research and analysis that is
already completed. If this was thorough, the stage is set for a successful
presentation. [Refer to Telemarketing for a list of information that should be
researched and analyzed]

A brief first presentation may be handled in the prospect's office.

However, if the presentation is detailed, (taking an hour or more and

perhaps involve AV support, charts, other visuals) then it must take place

away from the prospect's office where there are no interruptions.

The method of delivery and the style with which a presentation is given is very
important.

A good presentation is:

Planned Controlled Structured

Well-orchestrated Specific to the customer

Includes endorsement or validation Believable

A successful presentation must be:

Persuasive Convincing

Credible Convey a sense of urgency or need