Develop an eight minute sales presentation that includes: A. The Approach-Summar
ID: 450874 • Letter: D
Question
Develop an eight minute sales presentation that includes:
A. The Approach-Summary of Benefits
B. Presentation
-SELL Sequences: Proof statement, two similes, metaphors, or analogies, demonstration, visuals
-Marketing Plan: tie back into benefits, visuals
-Business Proposition: value analysis, return-on-investment, discounts, markups, tie back to benefits, visuals
-Summarize benefits your buyer was interested in
-Discuss suggested order
C. Multiple-Close Sequence
-Close
-Objection
-Close
-Objection
-Close
-Etc.
Sales product or service may be existing, in production, or an idea/concept you have.
Explanation / Answer
The approach solution is summarized as follows:
Data Element Model. The Data Element Model with all business fact representations represents the foundation for data semantics management of the attributes in the Concepts Data Model, the Columns in the Database Logical and Physical models.
Additionally, because data elements are set within their encapsulating concepts and conceptual value domains, the data elements can be seen to be semantically similar even when their names are different. These standardizations dramatically affect–in a positive way--the “data harmony” bullets above. The relationship between data elements and attributes is one-to-many.
Concept Data Models. The Concepts Data Model enables the construction of containers of multi-business-fact data structure templates that both map backwards to parent Data Elements from the Data Element Model and forward to one or more tables within one or more Database Logical Models. The relationship between Concepts Data Model and Database Logical Model is many-to-many.
Because of the backwards mapping from attribute to data element, the names of data elements and those of attributes can be different. Additionally, attributes can be constructed such that their semantic and data use modifiers can be more restrictive subsets from those specified for data elements.
Database Logical Models. The Database Logical Models are quickly and easily constructed by imports from the Concepts Data Models. The process is not one of invention. Rather, it is one of maximum reuse.
The Database Logical Model manufacturing process enables the standardization of semantics even when the Database Logical Model table column names are different. Additionally, columns can be constructed such that their semantic and data use modifiers can be more restrictive subsets from those specified for attributes. This standardization is the culmination of positive effects on the “data harmony” bullets above.
Database Physical Models. Database Physical Models, like Database Logical Models are quickly manufactured through imports from the Database Logical Models. Again, because of the backwards mapping process, DBMS Column names can be different from column names even though their other semantics are the same.
Database Physical Models can be of two extremes or a mixture of both. The first extreme is the subset database approach which closely tracks with the application centric database approach that are highly cohesive but very loosely coupled. Such a collection of databases would ultimately give rise to the need for the two data sharing problems described at the start of this ROI.
The other extreme is the expansive database that contains thousands of tables that enable elimination of much of the two shared data problems described at the start of this ROI. Elimination, however, requires following the Data Architecture Reference Model from Data Element to Concepts Data Models to Database Logical Models to Database Physical Models. It will be through these levels that maximum “data harmonization” can be accomplished
Presentation
Proof statement is a question we ask all our clients, prospective clients, and ourselves at Paper Leaf – and we ask it over and overagain. It’s the question you should be asking yourself right now. How can you prove the messages & claims you’re making in your marketing materials?
You can start by understanding three key types of proof:
Simile compares two things with at least one common trait, usually containing the words “like” or “as”, for example: “My love is like a red, red rose.” Exactly how it’s like a rose is up to the author.
Metaphor relates two things that may not have something obvious in common. A metaphor generally says something is something else, instead of comparing it: “This country is a shining city on a hill.” A country is obviously not a city—unless you live in Monte Carlo—but it makes a point.
Both help explain technical or controversial topics in language the audience can relate to emotionally.
Visualization
Demonstrating an unfamiliar visualization method by linking it to another more familiar one, where the in-betweens are designed to bridge the gap of these two visualizations and explain the difference in a gradual manner. As opposed to a textual description, our morphing explains an unfamiliar visualization through purely visual means. We demonstrate our idea by ways of four visualization pair examples: data table and parallel coordinates, scatterplot matrix and hyperbox, linear chart and spiral chart, and hierarchical pie chart and treemap. The analogy is commutative i.e. any member of the pair can be the unfamiliar visualization. A series of studies showed that this new paradigm can be an effective teaching tool.
4 Ways to Tie Events Into Your Content Marketing Plan
As a content marketer, you know better than anyone the perpetual cycle that forms your working day. Research, content creation, distribution, measurement… and repeat.
Events are not just a challenge to be jammed in around the day job. They can be effectively leveraged to boost all of the aspects of your content marketing plan — for all phases of the content life cycle, from research to measurement. Here’s how:
1. Researching relevant topics and ideas
Conferences and events in general are a fantastic resource for the research phase of a content marketing plan.
The obvious place to start is by talking to a lot of people — grabbing coffees or beers, and asking your fellow attendees what they care about, what they read, and what their challenges are at the moment, all of which can be turned into content ideas back in the office. Just make sure you have a pad and pen handy to take notes.
2. Providing ideas and opportunities for new content
Events are also a rich source for content creation, with an abundance of opportunities to connect with industry thought leaders and decision makers that would otherwise be hard to reach.
The obvious place to start for gathering content is by conducting interviews with speakers and high-profile delegates. Ideally, you should sync up with them on LinkedIn ahead of the event if possible. However, even if you can’t reach them ahead of time, a polite introduction and short explanation of what you hope to achieve, and where your content will appear, should help you bag the interview.
3. Boosting your distribution strategy
Given the need to create scalability and efficiency when it comes to content distribution, you might not think physical events would be the place to achieve those aims. However, they can be a great place to boost your distribution strategy.
Have to Consider these three ideas:
4. Gauging and measuring your success
Measuring the success of your content marketing plan can be the toughest of the four core activities to do at a physical event, but that doesn’t mean there aren’t valuable lessons you can learn while there.
'Return On Investment - ROI'
A performance measure used to evaluate the efficiency of an investment or to compare the efficiency of a number of different investments. ROI measures the amount of return on an investment relative to the investment’s cost. To calculate ROI, the benefit (or return) of an investment is divided by the cost of the investment, and the result is expressed as a percentage or a ratio.
Multiple-Close Sequence
Multiple close sequences: it is combined with the methods to overcome objections, enhances your chance of making sale. for example , assuming the buyer says no, you could rephrase the objection and then use an alternative close. If again the buyer says no and would not given a reason, you could close the question sequence method for overcoming objections, repeating it 2 to 3 times. Basically it was developed by Jane martin in her electronic whole sale stores. Initially she uses the summary of benefits close and then waits for a response. Martin does not rush. She realizes it is big decision and is prepared to handle resistance and ask for the order several times. The buyer is sending out green signals, so martin does not shop; she continues respond the buyer until she noticed the final real reason from the buyer.
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