After reading this chapter, you should be able to

• Understand the characteristics of a sales presentation.



• Identify sales presentation strategies.



• Discuss the steps in preparing for the sales presentation.



• Discuss the steps involved in approaching the customer.



• Understand how to apply your sales knowledge to the customer's needs.



• Understand how important product demonstrations are in the presentation.



• Define the keys to a great sales presentation.



• Understand the role sales managers play in sales presentations.