Homework answers / question archive / All the course work you have completed has been leading up to this – it’s time to prepare and record your Capstone Sales Presentation! For this discussion, you will draw from your previously completed capstone work to prepare and upload your Capstone Sales Presentation to share with the class

All the course work you have completed has been leading up to this – it’s time to prepare and record your Capstone Sales Presentation! For this discussion, you will draw from your previously completed capstone work to prepare and upload your Capstone Sales Presentation to share with the class

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All the course work you have completed has been leading up to this – it’s time to prepare and record your Capstone Sales Presentation! For this discussion, you will draw from your previously completed capstone work to prepare and upload your Capstone Sales Presentation to share with the class. Your presentation must follow the Requirements for Completing the Capstone Presentation. Note: Your presentation must be at least five minutes and no longer than ten minutes. Before creating your capstone sales presentation, carefully review the Tips for Completing the Capstone Sales Presentation.

When capturing your presentation, you must follow the instructions in our video presentation guidelines and review your work using the Capstone Presentation Rubric before uploading your presentation.

 

 

 

Overview

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.

 

Listed below are the Capstone assignments along with the learning module in which they will be completed.

Due in module #               Major Milestones/Final Deliverables

Capstone Sales Presentation Topic Selection Wiki

1. Capstone Part – Target Customer Discussion

3              Capstone Part 2 – Your Professional Image Discussion

4              Capstone Part 3 – Communication Styles Discussion

5              Capstone Part 4 – Ethics Discussion

6              Capstone Part 5 – Features and Benefits Discussion

7              Capstone Part 6 – Adding Value Discussion

8              Capstone Part 7 – Buyer Behavior Discussion

9              Capstone Part 8 – Building a Prospect Base Discussion

10           Capstone Part 9 – Customer Approach Discussion

11           Capstone Part 10 – Consultative Questioning Strategy Discussion

12           Capstone Part 11 – Presentation Strategy Discussion

13           Capstone Part 12 – Negotiating Concerns Discussion

14           Capstone Part 13 – Adapting the Close Discussion

14           Capstone Sales Presentation Discussion

15           Capstone Part 14 – Servicing the Sale Discussion

 

 

 

 

 

 

Requirements for Completing the Capstone Presentation

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

Note: There are directions below for recording your presentation.

 

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!

 

Professionalism: Practice your presentation prior to recording. Your delivery must be polished. Use proper speech and grammar.

 

 

Tips for Completing the Capstone Sales Presentation

 

Here are some tips for completing the Capstone Sales Presentation:

 

1. There is a link in the Capstone Sales Presentation entitled "Guidelines for Completing the Capstone Sales Presentation" that lists all the requirements that must be incorporated into your sales presentation. Plan out your presentation to incorporate all the elements. You are to demonstrate all the capstone elements in a "simulated" sales presentation.

 

2. Draw from your previously completed capstone sections.to plan how you will demonstrate each requirement for the presentation. Keep in mind, you are showing not telling.

 

3. The best approach is to enlist a friend or family member to serve as the "prospect". If this isn’t possible, you can use a phone call for your presentation or pretend you have someone sitting across from you. If you use this approach, pause to allow for a "response" from the prospect and then paraphrase what they said for confirmation.

4. Don't forget to ask for the sale! This is the most commonly missed requirement. It's harder to do than you may realize.

 

5. Check the file requirements to ensure your video will be able to be viewed by the class. If I cannot view your video, I cannot credit you for your work.

 

6. Students occasionally encounter trouble posting their videos on the discussion board. Carefully read and follow the instructions for recording and submitting your video.  Also, I cannot stress enough the importance of completing and posting your video early to allow time to address technical difficulties.

 

7. REMINDER: You are not creating a commercial or an infomercial. This is a sales presentation NOT an advertisement.

 

8. Relax and enjoy giving your presentation demonstrating what you’ve learned!