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General Comments on the Deaver Brown Case:

The Deaver Brown case involves making a 10 minute verbal sales presentation
to the buyer. Three 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 4th Edition of our text Entrepreneurial Small Business, pages 332-334 (In the 3rd Edition the pages are 319-322). 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 and for his customers, what your deal is that you
are proposing and make some trial closes. Remember that it is only 10 minutes

– not as formal as a PowerPoint presentation. Just person-to-person selling.

Points to remember

Put yourself in the shoes of the buyer

How the stroller and its package make it easy to store, display and carry

What the buyer’s personal situation is (tenure, pending retirement, etc.)

Remember, this is a 10 minute sales call – no time for small talk or unnecessary questions

Understand the balance of power

They don’t need you. You need them

Know what you want out of the sales call

A big order or just any order?

Master the details

Read the case several times and know the facts cold

Be prepared to shoot from the hip. The buyer will ask questions for which
the answers are not in the case. Answer what you think you can do as the
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
request!

GET THE ORDER!

Additional Description of Umbroller

Collapsible for travel and storage

Adjustable reclining seat

Sleek and aerodynamic design

Easy no-tool assembly

Light weight and easy to fold

Six month warranty

Adjustable safety harness

Four storage pockets

Multiple canopy with screen side to let the air in

Bicycle style hand brakes

Adjustable angle back seat

Foot operated parking brake

Four color presentation box for floor display

 
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