1. Sales Presentation
Approach
A Presentation by GROUP E
•Case Barmore
•Kimberly Burton
•Tawny K. Fowler
Sales Presentation Methods and Approach
•Stephanie Perez
•Kimberly Puga
•Kiunta Stanley

2. Methods of Sales Presentation
• After your approach there are four different sales
presentation methods you can use to open your
presentation depending on your situation.
– The Memorized method
– The Formula method
– The Need-Satisfaction method
– The Problem-Solution Selling method

3. Memorized Presentation
• Memorized presentation is used during 2 case scenarios, in both cases
needs an approach:
– The buyer needs to know the product and be exposed to it
– The buyer already knows about the product and want to seek it out.
• During the Memorized presentation the sales person does 80%-90% of
the talking to discuss key points of the product such as its benefits.
• The buyer does 20%-10% of the talking to responds to predetermined
questions
• Advantages
– The presentation is well-planed and every sales person has the same
information
– Gives confidence to inexperienced salesperson
– Effective for short selling time, and nontechnical products such as books and
cosmetics.
• Disadvantages
– The salesperson presents features, advantages, and benefits the may not
matter to the buyer
– Gives little time for the buyer to communicate
– Not good for selling technical products
– Buyer may feel pressured

5. Formula Presentation
• The Formula presentation is a less structured presentation compared
to the memorized. The sales person must first know something out
the buyer and makes a general outline presentation, giving more
flexibility.
• The sales person controls the conversation in the beginning
• The formula selling is effective to those who already buy for the seller
• Advantages:
– Ensure information
is presented logically
– Reasonable amount
of buyer-seller
communication
– Handles smoother
questions and
objections

6. Need-Satisfaction Presentation
• The need satisfaction presentation is designed as a flexible and
interactive sales presentation; it is the most challenging and creative.
• Open with an open ended question
• 50%-60% is dedicated to discuss the buyers needs, this is referred to
need-development.
• Then the sales person controls the conversation by clarifying the buyers
needs as he is presenting, this is known as need-awareness
• The need-fulfillment, or
the need-satisfaction is
showing how the product
will satisfy the needs of
the buyer.

7. Service Based Selling
(Rapid Refresher Series)

8. Problem–Solution Selling
presentation
• The problem-solution selling presentation is meant for highly
complex or technical products. The salesman has to make the
call depending on ones analysis of the buyers needs. It is flexible
and customized approach involving in-depth study.
• There are six steps:
– Convincing the buyer to let the sales person give him/her
time
– Making the analysis
– Agree on the problem and want to solve them
– Propose a solution
– Prepare a sales presentation based upon the analysis and
proposal
– Make the sale presentation
• It must be well-planned and it is mostly used to present to
groups.

9. Different Situation, Different
Method
• Each method is best for its situations
• Memorized presentation – best for short time and simple products
• Formula selling – effective for repeat purchases and predetermined
needs
• Need-Satisfaction – appropriate when you have to gather information
• Problem-Solution – really involved presentation, great for complex and
high-cost technical products and services

10. References
• RapidResultsNZ (Dec 21, 2011) Service Based Selling
(Rapid Refresher Series) Retrieved from:
http://www.youtube.com/watch?v=bwiLV6Hzcck