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1. Based on what you have learned to-date, how do you see this class being of benefit to you? (5 points) 2. What do you consider to be the strongest elements of your capstone presentation work completed to-date? (5 points) 3. What do you consider to be the weakest elements of your capstone presentation work completed to-date? (5 points) 4. What concerns you most about your capstone sales presentation and how will you address these concerns prior to your presentation? (5 points) Ok I have no presentation work yet. So please can you guys just make something up and answer those question. I will put the presentation requirement in the file I upload. My brand is Apple and product is iPhone
 

The course project consists of a Capstone Sales Presentation for the product or service of your choice. You will plan for your capstone sales presentation throughout the course and deliver your sales presentation in Module 14. In preparation for your sales presentation, you will determine the appropriate communication style to utilize with your prospect, explore how to better “read” your prospects by picking up on visual and verbal buying cues, and explain how your product or service provides the most benefit or value to your customers. This presentation will also emphasize the importance of obtaining and developing leads, negotiating buyer concerns, and closing and servicing the sale.  Finally, you will develop a global perspective by researching the challenges of selling your product or service in another country.

 

For your Capstone presentation, you will apply and demonstrate the concepts explored in previously completed sections of the Capstone.

Your presentation must incorporate the following requirements (see the grading rubric for point values):

 

 

Capstone Part #1:  Your presentation must reflect a clear understanding of your target customer.

Capstone Part #2: In your presentation, you must demonstrate your professionalism including wearing appropriate attire, greeting the prospect, building rapport with prospect, and appropriate verbal and non-verbal language.

 

Capstone Part #3:  In your presentation, you must demonstrate the communication style you identified as being most effective for your product or service and target customer (emotive, directive, supportive, or reflective).

 

Capstone Part #5:  In your presentation, you must describe at least three Features and Benefits of your product or service.

 

Capstone Part #6: In your presentation, you must describe how your product or service will add value for the customer. You must highlight the competitive advantages of your product or service by comparing it to at least two of your competitors.

 

Capstone Part #7: Your presentation should demonstrate whether you think buyers will be driven by rational or emotional motives when making a purchasing decision. Ex: If buyers are driven by rational motives, you would use a hard sell, fact-based approach. If buyers are driven by emotional motives, you should use a soft sell approach that appeals to emotions.

 

Capstone Part #9: In your presentation, you must demonstrate your chosen customer approach (agenda, product demonstration, referral, customer benefit, question, survey, or combination.)

 

Capstone Part #10: In your presentation, you must ask at least four questions to discover customer needs and lead toward the close. Note: If you haven’t enlisted someone to play the role of “prospect”, you can pause to wait for a response, paraphrase the prospect’s response, and then continue with your presentation (see the presentation tips).

Capstone Part #11: In your presentation, you must demonstrate your chosen presentation strategy (informative, persuasive, or reminder). You must also highlight your strongest appeal (selling point) and incorporate selling tools where appropriate into your presentation.

 

Capstone Part #12: In your presentation, you must anticipate and address at least four buyer concerns regarding your product or service. Note: You can identify the concern in your presentation or have the prospect raise the concern and then apply the methods you would utilize to negotiate those concerns.

 

Capstone Part #13: Close your presentation by demonstrating one of the three closing methods you have identified as most appropriate for your product / service and target customer. Note: You must ask for the sale!