Higher Education

Developing and Role Playing Effective Sales Presentations, 3rd Edition

  • David Sellars Davenport University
  • ISBN-10: 0324223978  |  ISBN-13: 9780324223972
  • 120 Pages
  • Previous Editions: 1992, 1987
  • © 2005 | Published
  • College Bookstore Wholesale Price = $51.00



Developing and Role Playing Effective Sales Presentations is entirely dedicated to the sales process and developing the sales call. Each student builds and role plays an actual presentation using a simple, learn-by-doing process that is consistent with the techniques of leading corporate sales trainers. Students begin the process of developing a sales presentation by choosing actual products or services that they can sell, then they gather information needed for the presentation. Students plan what will then be communicated in the four sections of the sales presentation: The Approach, Securing Desire, Handling Objections, and Closing the Sale. Finally, they role-play the presentation, ensuring that they can combine all parts of the sales process effectively. Developing and Role Playing Effective Sales Presentations is designed to be a primary text in an accelerated selling course or a supplement in a semester course in selling or sales management. It has been used by thousands of students as well as by sales representatives in corporate training programs.

Table of Contents

1. The Sales Presentation Project. 2. Choosing a Product or Service. 3. Information Needed for the Sales Presentation. 4. Prospecting and the Preapproach. 5. Appealing to Prospect Needs. 6. The Approach. 7. Securing Desire. 8. Handling Objections. 9. Closing the Sale and Building Customer Relations. 10. Role Playing and Writing the Complete Sales Presentation.


All supplements have been updated in coordination with the main title. Select the main title's "About" tab, then select "What's New" for updates specific to title's edition.

For more information about these supplements, or to obtain them, contact your Learning Consultant.

Student Supplements

Bundle: Developing and Role Playing Effective Sales Presentations, 3rd + Professional Selling: A Trust-Based Approach, 4th  (ISBN-10: 0324672861 | ISBN-13: 9780324672862)

List Price = $223.95  | CengageBrain Price = $223.95  | College Bookstore Wholesale Price = $168.75