American Management Association Seminars

Enhancing Your Presentation Skills: A Seminar for Sales Professionals
Seminar No: 02581 -XNBB
CEU Credits: 1.8
Length: 3 days

Motivate your client to choose your company’s product or service!

Turn demanding buyers into lifelong customers with well-documented presentations that involve the prospect and communicate solutions.

Sales representatives, account executives, account managers, sales managers and customer service representatives.

How You Will Benefit:

  • Control speaking situations by using the “5 Ps” (Probe, Plan, Practice, Present, Process)
  • Handle anxiety before you make a presentation
  • Involve and influence your client
  • Establish a consultative relationship with your prospect
  • Effectively use media to enhance your presentation

What you will cover:

  • Understand the differences between presenting to technical and nontechnical professionals and how to meet each group’s specific needs
  • Select and design media and visual aids that capture and hold attention
  • Use various presentational modes to handle different types of technical presentations
  • Handle questions confidently

Extended/Detailed Seminar Outline

Learning Objectives

  • Control Speaking Situations by Using the "5 Ps" (Probe, Plan, Practice, Present, Process)
  • Handle Anxiety before You Make a Presentation
  • Involve and Influence Your Client
  • Establish a Consultative Relationship with Your Prospect
  • Effectively Use Media to Enhance Your Presentations
The Effective and Successful Sales Presentation
  • List at Least Five Characteristics of Successful Sales Presentations and Presenters
  • Create an Individualized Presentation Skills Profile
  • Set Personal Goals for the Development of Effective Sales Presentation Skills
Image-Putting Your Best Foot Forward
  • Identify the Fundamental Components That Contribute to a Dynamic and Professional Image
  • Apply Knowledge of the Elements of Internal Image to Assess and Plan Appropriate Modifications
  • Apply Knowledge of the Elements of External Image to Set a Plan for the Effective Management of Their Personal and Professional Image
Probing-Thoroughly Knowing Your Prospect, Product, and Competition
  • Analyze Specific Aspects of the Prospect, the Occasion, and the Environment in Order to Deliver an Effective Sales Presentation
  • Demonstrate How to Move from a General to Specific Purpose for Speaking
  • Appraise a Prospect’s Social Style in Order to Use the Appropriate Method for Delivering the Sales Presentation
Planning-Structuring Your Information to Work at Key Points in the Sales Presentation
  • Recognize and Apply Various Types of Organizational Patterns in Sales Presentations
  • Exhibit Skill in Applying the Ten "Factors of Attention"
  • Apply the S.O.S. and "Tell 'Em" Methods for Structuring and Developing Balanced Sales Presentations
Practice-Mental and Physical Exercise
  • Apply Dynamic Use of Voice and Action in Order to Add Interest and Clarity to Sales Presentations
  • Adapt Language Use to the Prospect and Occasion in Ways That Will Build Credibility, Attention, and Retention of Information
  • Apply Proven Methods for Turning Speech Anxiety into a Positive Force in a Sales Presentation
Presenting and Processing Your Presentation
  • Identify the Possible Meanings of a Prospect’s Nonverbal Cues and Adapt Their Sales Presentation Plan Appropriately
  • Apply Strategies for the Reduction of Speech Anxiety
  • Respond with Confidence and Clarity in Question and Answer Periods
Setting a Plan for Change
  • Anticipate Potential Workplace Resistance and Pitfalls Relative to Implementation of New Sales Presentation Skills
  • Prepare a Concrete Self-Development Action Plan to Strengthen, Improve, or Modify Sales Presentation Skills

Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to . Remember to specify the complete seminar number about which you are requesting information.

For information about bringing a course to your site please call 919-480-2550 or email the registry at .

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** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to . Remember to specify the complete seminar number about which you are requesting information.

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After submitting your online registration you will receive registration confirmation and invoice within 7-10 business days. You may pay by credit card or check. Confirmation information will also include location and other pertinent course information.
Always state priority code XNBB to your customer service representative when registering directly by phone.

Note: Prices are subject to change without notice. To confirm the price of your session, select the session above and click “Send”. Discounts apply for groups of three or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.

AMA's main conference centers
Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.

New York
AMA executive Conference Center
1601 Broadway New York, NY 10019
American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.

AMA executive Conference Center (adjacent to the Marroitt O'Hare)
8655 west higgins rd
Chicago, IL 60631

San Francisco
AMA executive Conference Center is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103

AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309

Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202

If you are not paying via credit card, you will receive an invoice with payment instructions.

Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at . If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.

AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.

AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.

You can also register by emailing your registration information to us at or calling us at 919-480-2550.

For additional information and schedules call 919-847-0331.

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