General Comments on the AedesTrap Case:
The AedesTrap Case involves making a 10-minute verbal sales presentation
to the buyer. Three or four 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 5th Edition of our text Entrepreneurial Small Business, “The Process of Personal Selling”, pages 347-351. 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, how it is good for his company, and how it is good for his customers, and what your deal is that you are proposing. You should make some trial closes. Remember that it is only 10 minutes – not as formal as a PowerPoint presentation. Just person-to-person selling with no sales aids.
Points to remember
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
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