Professional Selling

This project will be composed of a Paper Submission and a Video Submission (Presentation).
The Paper will be valued at 15%
The Video/Presentation will be valued at 10%

Background:

The selling process (See Exhibit 6-1) has as its core, the sales presentation, but it includes a number of other steps as well. The presentation is the culmination of a significant amount of preparatory work by the salesperson.

This project will take the "selling process," from prospecting through to the follow-up stage, and will highlight the techniques used by the professional salesperson to achieve his or her goal.

You will assume the role of the salesperson to both do the planning and to design a sales presentation.

Unlike an actual sales call, here you are guaranteed to make the sale. However, the customer will raise several objections that you will deal with in the course of your presentation. This is actually a good technique to "build" your project as dealing with objections ensures that you explain the FAB's and that two-way communication is taking place.

Even though you can choose your buyer, you need to give them instructions as to the basic attitude toward you and your proposition. In general, the attitude should be to appear not to want to buy but does buy; must give a minimum of two objections and two times to say “will not buy”

As a salesperson you will take on the role of trying to sell a product.

You will choose a buyer to who you will attempt to sell your product. You must create and turn in for grading, an original, typed, double-spaced assignment paper. The paper will include several items, as outlined below. The paper will not be returned to you, so you should keep a copy.

You must also prepare, execute and record a Prospecting Call/Meeting, a Sales Presentation, and a Follow-up Call/Meeting - that you will forward to your instructor for grading. These videos should be submitted on either a Cd-Rom disk, a DVD disk, or SD media card. The total video should be a minimum of 15 minutes in length.
The Paper should contain:

A Cover Sheet
The “Calling Card” - you will create a business card for yourself. (On page(s) of its own - with title)
A Customer Analysis. (On page(s) of its own - with title) (1) description of the customer – the individual- you are calling on, (2) internet road map and direction, (3) internet weather.
Your Sales Calls Objectives (On page(s) of its own - with title)
A “Customer Profile and Planning Sheet” (see chapter 7) containing: (On page(s) of its own - with title)
Name of the company
Address of company
Type of business
Name of buyer
People who will influence the buying decision or aid in using or seeing your product
Buying hours and best time to see buyer
Receptionists name
Buyer’s personality type (see chapter 3)
Buyer’s important buying needs
A Competitive Analysis. (On page(s) of its own - with title)
The Customer Benefit Plan (FABs). (On page(s) of its own - with title)
A Marketing Plan. (On page(s) of its own - with title)
A Business Proposition, including
“Profit Forecaster.” (On page(s) of its own - with title)
A Suggested Order. (On page(s) of its own - with title)
A Copy of your Visuals that you will use in your presentation. (On page(s) of its own - with title)
The Script - containing buyer and seller dialogue, should be divided into three parts:

The Prospecting Script
The Sales Presentation
Script Approach
Product Marketing Plan
Business Proposition
Suggested Purchase
Order
Close
Exit

NOTE: Ensure that your presentation offers multiple trial closes, objection responses, and the meeting of these objections.
The Follow-Up Script
The Class Presentation should contain:

A Prospecting Call or Meeting that results in a Sales Presentation Meeting.
The Sales Presentation.This must be a face-to-face meeting.
A Follow-Up Call or Meeting.
The Presentation will be made to the class and a Presentation Rubric Valued at 10% will be used as a guide for this presentation.

Assignment Notes: The key to making a good grade is to incorporate the selling techniques from the text. For example, creative demonstrations are a must; techniques to overcome objections are essential; the use of questions is extremely important; and you cannot make the grade without great visuals. One very important thing that I am looking for is for you to tie together the buyer’s needs uncovered in the pre-approach to the approach and the SELL sequences. This should ultimately form your presentation, handling of objections, and closes.

Other Points to Remember:

Ensure that you have included a Cover Page for your paper.
A Table of Contents would add to the presentation of your assignment (optional).
The paper must be typed (12 size font and double-spaced).
Provide the appearance, mannerism, and attitude adhered to by a professional; salesperson during your presentation.
In your script, Title the selling techniques that you are using at different stages, i.e. objection #1, objection #2.
Clearly label the sections of your script.
Provide a sales demonstration of major benefit in your presentation. Simply showing your product is not a major benefit demonstration.
Do not read from a script during your video presentation.
Double-check the grammar, spelling, etc. in your final paper submission.