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Professional Sales: Major Assignment #1 Individual Assignment Minimum 6 pages not including title page, double-spaced, Arial 11 font Worth: 25% Deadline: Friday April 22 at midnight

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Professional Sales: Major Assignment #1

Individual Assignment

Minimum 6 pages not including title page, double-spaced, Arial 11 font

Worth: 25%

Deadline: Friday April 22 at midnight. To be submitted on-line as a PDF

 

Background: It has been said that successful selling is 90% preparation and 10% presentation. This is especially true in selling today, with more unique customer needs, more complex products, more competition, longer sales cycles, and multiple decision makers. Salespeople who strategically plan their sales presentations before delivering them outsell those who fail to develop a sales presentation that is tailored to meet the needs of the prospect. Poorly planned sales presentations are not convincing. A salesperson cannot leave the sales presentation to the inspiration of the moment, any more than a speaker can face an audience without having taken care and time to prepare a speech.

 

In almost every aspect of life, strategic planning is necessary to gain the desired result. The effective sales presentation is built with a strategic plan. Every step of the sale, from the approach to servicing the sale, is carefully planned in advance. A well-planned sales presentation is not memorized. It is a logically planned outline that carries the salesperson’s own thoughts from one step to the next. This project will be your outline for strategically planning a sales presentation.

 

Outline for Sales Presentation

 

Title Page

Name of product/service to be sold

Name of company you are selling for

Course name and number

Student name and date

 

 

I. Developing a Relationship Strategy

A. Describe the typical relationship between the salesperson and customer in this field

B. Describe the salesperson’s attitude

C. Describe the salesperson’s appearance (dress code)

D. Describe the methods used to strengthen a long-term relationship for repeats and referrals

E. Describe your communication style

 

II Developing a Personal Selling Philosophy

1. Describe the marketing setting (e.g., retail, wholesale, manufacturing, or service)
2. Describe the role of personal selling in this setting
3. Describe the typical salesperson’s training to become a consultant/problem- solving type of salesperson

 

III Developing a Product Strategy

 

A. Description of company

 

B. Description of product/created product solution

C. Description of technical expertise needed by salesperson

D. Develop feature benefits table for the product

E. Is this a new and emerging or mature and well-established product?

F.  Will you use a price or value-added product strategy?

 

IV Developing a Customer Strategy

1. Describe the typical buying motives of prospect/client

B. Describe the typical prospect as an individual

    C. How are prospects identified at this company in most cases?

 

 

D. Preparing for the sales presentation

 

1.    List presentation objectives

2.    Describe a typical sales cycle (how many calls)

3.    Describe group versus individual presentation strategies (not relevant in a retail setting)

4.    Describe methods to achieve good business contact