What is a Sales Presentation?

A sales presentation is an event at which a company representative meets with clients to demonstrate the company's products and services, with the goal of making a sale. Sales presentations are an important part of the marketing process, as they allow company representatives to meet directly with their customers, creating a personalized and individual sales approach. There are a number of different styles and formats for sales presentations, depending on the industry and the product being sold.

In some cases, a sales presentation takes place at the customer's business, as when a pharmaceutical representative visits a doctor's office to discuss a new line of medications. Sales presentations can also be held in hotels and conference centers, in which case they are usually designed for a crowd, rather than a single client. Clients can also travel to a company for a sales presentation, a method which is sometimes used when products are bulky. Airline representatives, for example, may travel to an aerospace company to inspect a new aircraft. Online sales presentations are also popular in some industries.

During a sales presentation, the company representative provides information about what the company is selling. He or she creates a pitch which is tailored to the customer and designed to draw the customer in, promoting the company's reputation and product and showing customers how the company's product will suit their needs. The representative also answers questions during the sales presentation, often using questions as marketing opportunities.

Classically, sales presentations include giveaways. Gifts are used by companies to make sure that they stay in their minds of their clients, as every time the client sees or uses the gift, he or she will think of the company. Product giveaways can include things like pens, mugs, and free samples, along with more elaborate giveaways, like weekends at resorts, free trips on aircraft, and so forth. In the case of a sales presentation which is designed to land a major contract or deal, the company may be quite lavish.

Visual aids are also used during a sales presentation, including physical models, product samples, and slideshows such as Powerpoint presentations. Commonly, people are invited to take product literature and information with them so that they can read up about the product after the sales presentation. They are also invited to take order forms and contact information for sales representatives so that they can place orders. A skilled sales representative can land a sale at a sales presentation, closing the deal before he or she even leaves the building.