A Study on Sales Logical Presentation

Abstract

　In B-to-B sales, we need to change conventional sales methods which focused on “how to sell goods or services” to ”how to find and solve customers’ problems”. However, many smaller businesses stick to the conventional methods and don’t convey customer values. In order to get rid of such old methods, presentation skills which many sales representatives lack are required.

　In this study, I consider effective presentation skills for sales and suggest a model of a presentation which enables sales representatives to practice.