Week 9: Persuasive Presentation Activity

Week 9: PERSUASIVE PRESENTATION ACTIVITY
-3%
Due Week 10
Students are to bring their product to class week 10 in the form of a mock-up or image.
Reminder from previous assignments
3 Essential pieces of information in the Sales Presentation or “pitch”
1, 3FABs
2, Marketing plan – complete marketing plan details
3. Business proposition- comprehensive business proposition
Communicating the information through Persuasive Communication
Persuasive communication using logical reasoning
Logical Reasoning – persuasive techniques that appeal to the prospect’s common sense by
applying logic through reason.
1. Develop a persuasive suggestion for your product using one of the following persuasive
communication techniques:
 Suggestive proposition – implies that the prospect should act now. Shouldn’t you buy before
all of the stock is depleted?”
 Prestige suggestion – has the buyer visualize using the products that are used by people
whom the prospect trusts - Fortune 500 companies use our product. Medical association
endorses this medication.
 Autosuggestion – has the prospect imagining themselves using the product. Imagine how you
will look with this self tanning product and how your customers will react and want to purchase
the product.
 Direct suggestion – suggests the buyer buy rather than telling them. “Let’s consider this. We
ship you 5 dozen cases of the new beer to each store to start and then will replace your sales
immediately.
 Indirect suggestion – a statement by the salesperson recommending that the prospect
undertake some action while making it seem that the idea to do so is the prospects? Should you
buy 50 or 75 cases of the Mac make-up?”
 Counter suggestion – evokes an opposite response from the prospect.””Do you really want
such a high quality product as Mac?”
2. Develop a simile, metaphor or analogy for your product.
Develop a Simile, Metaphor or Analogy for your product
Britannia 50-50 is a delicious sweet and scrumptious salty cookie that can be best understood by taking a bite. The
mouth watering taste will make you love the cookie.
Your persuasive suggestion

 Simile – a direct comparison using the words “like or as” This carton folds as flat as a
pancake.
 Metaphor – an implied comparison that uses a contrasting work or phrase to make a vivid
image “You are at war with your competitors. We can help.”
 Analogy – a comparison between two different situations that have something in
common.”Our sun screen for your home will stop the sun’s heat and glare before it hits your
window. It is like having a shade tree in front of your window without blocking the view.” OR
“These new machines are so quiet that your employees will think they are in a soundproof
room.”.
Describe how you will:
1) Personalize your relationship – be sure to demonstrate that you are looking out for your
customers best interests. Show them you love them. CARE - customers are really everything.
How will you do this?
To personalize the relationship with the customers, it will be important to build trust and show love
and care. Firstly, warm greetings will enable connect with the customers then followed by a brief
introduction. The introduction will highlight the importance of the presentation to enhance
customers’ willingness to pay attention. The introduction will also highlight the features, benefits
and advantages for the products to the specific customers. Highlighting the features of the product
will create trust by being transparent of the components/ ingredients that the product is made of.
Stating the product advantages and benefits will show the customers how the product cares about
their specific needs.
The Britannia 50-50 cookie is a sweet and salty cookie that is scrumptiously salty and deliciously
sweet. The cookie has 71g carbohydrates, 19.5g sugars, 483 energy and 19g fat per 100grams.
The cookie has not cholesterol.
In the world of sweet cookies, you need something that stands alone. Britannia cookie combines sweet and salty
tastes that claim a special taste from the rest.
Your simile/metaphor/analogy