Title: Create a sales presentation.
Course: Fashion Marketing, Advanced (12153-II) > Section: Selling the Product

Creation should include

- gathering information relevant to the sale (e.g., general information about use, goods, and services; specific information about customer needs)
- understanding the target market (Business-to-Business [B2B], Business-to-Consumer [B2C])
- the rational nature of business buying motives
- features and benefits of the product
- marketplace trends.

Process/Skill Questions:

- Why is knowing the target market important in the preparation of a sales presentation?
- What are the steps in a sales presentation? Why is each important?
- What effect has technology had on the buying motives of businesses?
- What factors do businesses consider when making a purchase?
- How does one convince a business to buy/carry a fashion line?
- Why should objections be addressed promptly?
- Why might a salesperson probe for information in a sales situation? When is it appropriate?
- How might a presentation differ when the audience is B2B rather than B2C?