Delivering High-impact Territorial Account Sales (TAS) Presentations

Overview/Description
 In this course, you'll learn about the third major component of the territorial account sales approach--presentation. Your presentation is the most important meeting you'll have with your client. This is when you show the decision makers that you have the right product and business fit for their needs. You've done a lot of hard work, so when you make your sales presentation, you want it to practically close the sale for you. First, you'll learn how to plan and develop a high-impact presentation. You'll then explore ways to successfully deliver the presentation to your client audience. And finally, you'll learn how to follow up your presentation and maintain your sales momentum.

Target Audience
 Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration
5.0 hours

Lesson Objectives:

Preparing TAS Presentations

  • recognize the value of effectively preparing high-impact sales presentations.
  • match the actions for developing an effective presentation draft to the corresponding aspects and elements.
  • assess a given situation and recommend the correct elements to incorporate in an effective presentation draft.
  • apply the actions for preselling a sales presentation in a given scenario.
  • apply the actions for reviewing a sales presentation draft with a coach in a given scenario.
  • match the actions for rehearsing a sales presentation to the corresponding examples.
  • analyze a given situation and make suggestions for how someone could rehearse a sales presentation more effectively.
  • match the checklist items to verify before delivering a sales presentation to the corresponding examples.

    • Delivering TAS Presentations

  • recognize the importance of successfully delivering your sales presentation.
  • open a sales presentation in a given scenario.
  • deliver a territorial account sales presentation in a given scenario.

    • Closing TAS Presentations and Following Up

  • recognize the importance of effectively closing and following up your sales presentation.
  • identify the actions to follow when presenting the action-steps section of a sales presentation.
  • apply the actions to maintain momentum after a sales presentation in a given scenario.

    • Course Number: SALE0115