Shark Vacuum Sales Call Presentation

Successful selling is based on planning and preparation before the sales call and sales presentation. One of the most important areas of preparation pertains to understanding a product’s features and how those features might solve buyers’ needs.

The link between product features and buyers’ needs is accomplished by converting a product’s features into benefits for the buyer. Benefits are solutions to needs. It is important to realize that specific product features may yield different benefits to different buyers. Thus, preparation includes imagining the variety of buyers’ needs that a feature might address and how to uncover potential benefits through questioning. The objective of the sales presentation assignment is to gain experience applying the selling process by planning for and preparing a formal sales presentation to meet the needs of a customer.

This assignment will help you apply and integrate all of the course objectives. For the purposes of your final portfolio assignment, you are a salesperson for an international sales organization of your choice (Shark Vacuum).

Identifying Prospective. Customers Identify a prospective customer, including the customer’s name, the industry, and a brief description of his or her needs. Identify your total market offering: Consider what you could potentially sell to the prospective customer.

Making the Professional Introduction. How would you introduce your organization? How would you gain a prospect’s attention?

Effectively build rapport: How can you establish it? Create a transition from rapport to needs identification.

Identify Needs. Discuss decision criteria and the people involved in the decision-making process.

Product/Service Description and Close. Present benefits based upon buyer needs instead of just features. Create a logical, convincing presentation with a strategy to communicate and persuade regarding reason to buy.

Persuasively present a reason to buy. Ask for business or appropriate commitment from the buyer, given the nature of this particular sales call.

Conclusion.

Final Presentation Requirements:

Prepare a 10- to 15-slide presentation with voice narration. If you do not have access to a microphone, you may write out your narration as a script and submit it as an accompanying Word document or find an alternative way of presenting the narration, depending on the program. PowerPoint, for instance, has the option to add notes at the bottom of each slide. Be sure to clearly designate which slide the narration accompanies. Cite a minimum of four peer-reviewed, scholarly sources. Format all sources according to APA Requirements. You will be graded on the thoroughness of your presentation, its usefulness as a sales tool, your understanding of the concepts presented in this course, and your writing style and mechanics.