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Chapter 2 SALES 55
Presentations:
The most important phase in the selling effort is the presentation of your proposal. To
ensure the greatest impact on your prospect it is important that a meeting be arranged with
adequate allotted time to make your presentation. The prospects decision-maker should be
present whenever possible. This should be arranged long before your proposal has been
completed. Consider postponing your presentation should the timing not be favorable, remember
the importance of “wait but don’t be late”. All proposals should be presented in person and not
mailed or simply dropped off. The following items should be taken into consideration in
preparation of an effective and professional presentation.
Complete Proposal Outline
Presentation Booklet
Sales Aids
Company Brochure/Portfolio
Samples
Drawings
Rendering
