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Present Solutions: Features and Benefits of Your Product
 Does
the customer understand why your product is the best on the market?
Do you have proof to back your statements? A customer must be assured
that you have thoroughly reviewed their needs and have offered the
best solution possible. This module demonstrates:
- Linking features and benefits
- The importance of obtaining customer feedback
- Appropriate actions for gaining customer
commitment
AUDIENCE
This module is designed for managers and salespersons needing skills
in presenting products and services to customers.
FORMAT AND LENGTH
This module can be presented in two to four hours, depending on
participants' skill level and teaching objectives. The module includes:
- Break out groups to solve team
problems
- Discussion on techniques for team
development
- Exercises and presentations
- Practice sessions and role plays
COURSE MATERIALS
The participant's workbooks contain reference text
and exercises, are bound and three hole punched. The module is divided
into three sections, one for each phase of training: the Pre-Workshop
Assignment, the Workshop Material, and the Post-Workshop Action Items.
Participant's workbooks can be used for classroom instruction or on
a self-paced basis.
The leader's guide contains the same material as
the participant's workbook, with the addition of a section of introductory
notes, answers to exercises and explanatory margin notes. The leader's
notes contain tips and techniques on setting up and administering
the session, checklists, and other teaching aids. Other beneficial
components include:
- A listing of suggested videos
which complement the material.
- Notes which highlight key points,
provide tips for training, and detail competencies to be gained.
- Margin Notes on the workshop
materials which guide the leader through the material and indicate
when to ask questions, encourage discussion, use flip charts,
break into groups, and refer to specific material.
OBJECTIVES OF THE MODULE
By the end of this module, the participants
will be able to:
- List the steps
in the Presentation.
- Write initial benefit
statements.
- Verbalize the difference between
features and benefits and link features to benefits.
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Demonstrate an understanding of
features, benefits, and how to link them in a
Paired Practice.
- Write a statement which provides
evidence to substantiate their solution in the
Paired and Practice exercise.
- Demonstrate their ability to present
solutions in a role-play situation.
Merit Training Corporation
Phone: 800-677-1667
e-mail: info@merittrainingcorp.com
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