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General Comments on the Deaver Brown Case:
The Deaver Brown case involves making a 10 minute verbal sales presentation
to the buyer. Three students have been asked to make the verbal presentation. The rest of the class is to write a presentation just as if they were going to do it verbally. This will involve guessing what the buyer will ask and answering the questions. I’d suggest preparing what you would say going through the steps of a sales presentation as described in the assigned reading in the 4th Edition of our text Entrepreneurial Small Business, pages 332-334 (In the 3rd Edition the pages are 319-322). Remember that you have only 10 minutes and that is too short to go through a lot of questions of the buyer. You should
know his company and should know what would likely be of interest to him
before you get to his office. It would be good to know what your deal is
that you are proposing and get on with telling him about your product, how
it will be good for him and for his customers, what your deal is that you
are proposing and make some trial closes. Remember that it is only 10 minutes
– not as formal as a PowerPoint presentation. Just person-to-person selling.
Points to remember
Put yourself in the shoes of the buyer
How the stroller and its package make it easy to store, display and carry
What the buyer’s personal situation is (tenure, pending retirement, etc.)
Remember, this is a 10 minute sales call – no time for small talk or unnecessary questions
Understand the balance of power
They don’t need you. You need them
Know what you want out of the sales call
A big order or just any order?
Master the details
Read the case several times and know the facts cold
Be prepared to shoot from the hip. The buyer will ask questions for which
the answers are not in the case. Answer what you think you can do as the
president of the company. “I’ll have to check and get back to you” is a
weak answer as president – you can make it happen if it is a reasonable
request!
GET THE ORDER!
Additional Description of Umbroller
Collapsible for travel and storage
Adjustable reclining seat
Sleek and aerodynamic design
Easy no-tool assembly
Light weight and easy to fold
Six month warranty
Adjustable safety harness
Four storage pockets
Multiple canopy with screen side to let the air in
Bicycle style hand brakes
Adjustable angle back seat
Foot operated parking brake
Four color presentation box for floor display
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Do you need help with this or a different assignment? Even when your task is complicated and the deadline is in less than 2 days, you still have every chance to get a good grade for it. How? By completing the order form, you will get the finest custom-written assignment at an affordable price. We also deliver a number of services for free (e.g., revisions, editing, checking the text for authenticity). Use our paper writing service to receive effective help with your homework.
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