1 Planning Sales Dialogues and Presentations 2 Learning Objectives Explain why it is essential to focus on the customer when planning sales calls Understand alternative ways of communicating with prospects and customers through canned sales presentations, written sales proposals, and organized sales dialogues or presentations Discuss the nine components in the sales dialogue template that can be used for planning an organized sales dialogue or presentation 3 Learning Objectives (continued) 4 Customer-Focused Sales Dialogue Planning 5 6.1 Types of Sales Communications 6 Parts of a Sales Proposal 7 Parts of a Sales Proposal (continued) 8 6.2 Tips for Creating Effective Sales Proposals 9 Dimensions for Evaluating Sales Proposals 10 6.1 The Trust-Based Selling Process: A Need-Satisfaction Consultative Model 11 6.4 Sales Dialogue Template 12 6.4 Sales Dialogue Template (continued 1) 13 6.4 Sales Dialogue Template (continued 2) 14 6.4 Sales Dialogue Template (continued 3) 15 Ethical Dilemma 16 Request an appointment 17 Key Terms Sales call Sales dialogue Sales presentations 18 Formats used in sales communication 19
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