Critique of a Commercial Air Conditioning System Sales Speech

This essay is a critique of a juvenile commercial air conditioning system gross revenue presentation. These commercial systems atomic number 18 manufactured by a Japanese high society and ar change in the United States directly to building owners. Consulting engineering firms are overly tar numbered by this HVAC manufacturer because these firms must specify the system to be utilise in their new building construction projects and because the engineers within the consulting firm usually score some sway and influence on the building owner. This sales presentation was conducted by a Regional Sales Manager for the HVAC manufacturing caller-out.His call up is Dennis and he is a mechanical engineer by education who has played out his fifteen year career in outside sales. Denniss consultation consisted of a dozen consulting engineers who have the ability to specify and help call down these expensive, high-quality HVAC systems to commercial building owners. Dennis and his company chose a very nice, spacious, well-lit conference style within a Marriott hotel to conduct this sales presentation. This two- min presentation was a approach to a day-long presentation that would follow later. It began at 10 a. m. nd was followed by a lunch for the attendees at noon. Dennis used two large prominence screens one was for a PowerPoint presentation and the other was for a laptop calculator display that demonstrated a software design program for the companys HVAC systems. Dennis had his room and supporting materials ready by 930 a. m. in case some members of his auditory modality arrived early. Dennis was dressed in crisp slacks, dress shoes and a polo-type golf shirt that had his companys logo on it. His audience of consulting engineers was mostly conservatively dressed.A duet of them wore golf shirts, but the others had dress shirts with ties or dress shirts with blazers. Based on his known audience of consulting engineers, Dennis should have dressed more formall y and conservatively. He began his presentation as all neat presenters do, with an attention-getting device or anecdote. He told a short story about his earlier years in minor league baseball. He pitched, and could reach 90 miles per hour with his fastball. But, his fastball lacked movement and he had no other pitches that he could piddle consistently for strikes.To keep their attention, Dennis said he would pitch golf balls to audience members throughout the presentation. Dennis is a middle-aged, stocky, well-groomed sales professional with good posture and good enunciation. He varies his tone, cadence and vocal volume to good effect. He regularly moves around his stage area and sometimes walks among his audience, and he uses hand gestures and change facial expressions frequently to hold his audiences attention. A southerner, his words is grammatically correct and nicely formal.He has a booming voice, and uses it both once in a while when he senses a still or when he wants to enthusiastically make a point. Apart from aphorism the phrase, you know, every once in a while, his presence and content are professional and non-distracting. Denniss presentation was interesting and informative for his audience of engineers because his company manufactures an expensive, state-of-the-art system that is capable of simultaneous heating and cooling. The audiences interest was confirmed because they asked many pertinent questions.Dennis used his dual screens and departure materials to make and reinforce his products attributes and advantages versus their competition. The engineers even worked on their laptops to get a brief feel for the software program, but were firmly told to tightly fitting their laptops after trying the design program. Open laptops throughout the presentation would have been very tempting and distracting for the engineers, and Dennis did not allow it. And, as every mulct speaker does, Dennis ended his presentation with a dramatic, memorable cl osing abbreviation and statement of his products virtues and his companys commitment to quality.