Sales presentations for dummies. (2015)

• Record Type: Book
• Authors: Hansen, Julie M
• Contents: Introduction 1 Part I: Getting Started with Sales Presentations 5 Chapter 1: Embracing the Future of Sales Presentations 7 Chapter 2: Discovering What You Need to Know Before You Begin 15 Chapter 3: Tailoring Your Value Proposition to Fit Your Audience 35 Part II: Building a Blockbuster Presentation 49 Chapter 4: Structuring a Persuasive Presentation 51 Chapter 5: Unleashing the Power of a Strong Opening 73 Chapter 6: Ratcheting Up the Tension as You Build Your Case 89 Chapter 7: Creating Closings That Make Your Prospect Take Action 107 Chapter 8: Crafting Your Agenda, Intro, and Company Overview 127 Chapter 9: Designing a Winning Presentation 143 Part III: Delivering an Impactful Presentation 163 Chapter 10: The Presenter’s 3 Cs: Credibility, Connection, and Confidence 165 Chapter 11: Leveraging Your Voice and Body for Impact 177 Chapter 12: Increasing Emotional Engagement through Storytelling 197 Chapter 13: Managing — and Surviving — Stage Fright 217 Part IV: The New Rules of Engagement: Interacting with Your Audience 227 Chapter 14: Engaging and Managing Your Audience 229 Chapter 15: Handling Objections Like a Pro 251 Part V: Focusing on Special Types of Presentations 267 Chapter 16: Presenting as a Team Sport 269 Chapter 17: Mastering Web Presentations 283 Chapter 18: Delivering a Product Demonstration That Drives Sales 305 Chapter 19: Adjusting for Specialty Presentations and Audiences 319 Part VI: The Part of Tens 335 Chapter 20: Ten Ways to Recover from Presentation Disaster 337 Chapter 21: Ten PowerPoint Tips You Must Know 341 Chapter 22: Ten Things You Need to Know When Presenting with Your Tablet 347 Index 353
• Edition: 1st
• Publisher Details: Hoboken, NJ : For Dummies
• Publication Date: 2015
• Extent: 1 online resource
• Subjects: 658.8106; Sales presentations
• Languages: English
• ISBNs: 9781119104155; 9781119104148
• Related ISBNs: 9781119104025
• Notes: Note: Description based on CIP data; item not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.