How to arrange your subject matter

Items for the agenda should be arranged in logical sequence. Tips on approaching the customer are placed before methods of presenting the product. A demonstration of the product should precede closing the sale.

The sales vice president of an industrial concern said, “A natural sequence makes for better understanding. Schedule any general information first. Then narrow the subject matter toward your objective, becoming more specific all the time.”

Sample Agenda

Objective: To make strong closers of the salesmen.

1st subject * 3 minutes -> Recent sales trends showing a need for closing more sales.
2nd subject ** 3 minutes -> The steps in a sale-attention, interest, desire, action.
3rd subject ** 16 minutes -> Step number 4-how to close, or how to prompt action.
4th subject ** 15 minutes -> A movie or some demonstrations on trial closes.
5th subject ** 3 minutes -> Summary, plea for application in the field, inspirational close.

In the foregoing sample agenda, note the logical sequence of subject matter. The need or reason for strong closing is developed before emphasis is placed on the subject. This makes the salesmen want to learn more about closing techniques. Then the steps in a sale are briefly covered. This shows the relationship of the close to the other steps, pointing up its importance. Thereafter, all emphasis is on the close itself.

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