Come up with a sales presentation for a product with buyer and seller dialogue Assignment | Online Homework Help

Prof. Selling & Sales Management

SALES PROJECT

FINAL GRADE POINTS—10 POINTS

THIS PROJECT IS TO BE DONE INDIVIDUALLY*. UNDER NO CIRCUMSTANCES CAN STUDENTS DO THIS AS A GROUP PROJECT.

PLEASE NOTE THAT YOU CAN RECORD YOUR PRESENTATION SECTION AND SUBMIT IT TO

OBJECTIVE: To research, develop and present a Sales Presentation to the class on any existing product, service or idea of your choosing that delivers a major benefit to the consumer.  Your presentation is to be typed, double spaced and no less than 8 pages in length.  It will not be returned.  Please have two ADDITIONAL copies available when presenting orally to the class.

NOTE: A retail transaction, as the selling of a computer or cellphone to an individual is not acceptable in terms of this project. A Maxwell House sample is attached as a role model presentation to a major corporation with the possibility of large volume and profits available to both the buyer and seller.

GUIDELINES:

1. Page #1 is to be a titled cover sheet. In the lower right hand corner of the page, please indicate your name, class designation and date submitted.

2. Page #2: create your own business card or submit your actual one. It need not be a professional masterpiece. Just a clear understanding of all the pertinent information you would want to place on your business card to complement the product, service or idea you are selling.

3. Page #3: On a page of its own, titled, SALES CALL OBJECTIVE with all the goals you wish to achieve on this particular sales call.

4. Page 4: By itself, properly headed, the CUSTOMER PROFILE SHEET with all the pertinent information regarding the account/prospect you are visiting.

5. Pages 5-8 are reserved for your SALES PRESENTATION which is to contain 100% BUYER/SELLER DIALOGUE. Major sections of the SALES PROCESS dialogue are to be prominently headed (APPROACH, PRESENTATION, OBJECTIONS, TRIAL CLOSE, CLOSING, etc.)  Following the steps (3-10) in Exhibit 10.1, page 284.

1. THE APPROACH: Chapter 10, beginning page 283

1. Allow for introduction, rapport building
2. Using the Need-Satisfaction sales presentation alone(page261) or in combination with the Formula sales presentation (page 260), determine the prospect’s need for your product, service or idea via the use of QUESTIONS and your mastery of DEVICES AND SOFTWARE  as primary approach techniques in capturing their attention and interest as per page 299 covering TECHNOLOGY in the APPROACH3.            Make a smooth transition from the APPROACH into the CUSTOMER BENEFIT PLAN of your Sales Presentation.

1. PRESENTATION (Customer Benefit Plan, pages 241-242):

1. PRODUCT:  Features, advantages, benefits, trial close (SELL SEQUENCE). Refer to

Exhibit 11.4, page 318, FAB of the  BIG BUCKWHEAT PANCAKE MIX.

2. MARKETING PLAN:  Advertising, samples, displays, shelf space-HOW TO SELL IT THROUGH—use FAB and trial close (SELL SEQUENCE) Refer to Exhibit 11.4, page 318, FAB of the BIG BUCKWHEAT PANCAKE MIX.
3. BUSINESS PROPOSITION:  Use one or more, ROI, discounts, promotional allowances, value analysis compared to competition, etc. WHAT’S IN IT FOR YOUR PROSPECT?  Use FAB and trial close (SELL SEQUENCE) . Refer to Exhibit 11.4, page 318, FAB of the BIG BUCKWHEAT PANCAKE MIX.
4. CLOSE:  Use FAB and TRIAL CLOSE (SELL SEQUENCE) as you ask for the business with a suggested purchase order.

IT IS IMPORTANT TO IDENTIFY THE FEATURES, ADVANTAGES, BENEFITS, and TRIAL CLOSES IN ALL 4 OF THE ABOVE SELL SEQUENCES.

NOTE:  1. SALES PRESENTATION MIX—page 319—The use of some or all of these ingredients (in any or all four stages (above) of your presentation ) will  create a stronger to great presentation.)

2. A review of the definition and examples of FAB is on pages 104-106.

3. AVOID the following so as not to lose valuable points.
4. The paper is not written, typed (double spaced) or presented professionally.
5. You do not title the selling techniques you will use (headings and subheadings).
6. You do not have a sales presentation with a major benefit.
7. Just to show your product is not a demonstration.  (pages 350-351)
8. You do not have the appropriate appearance, mannerism and attitude illustrated by a professional salesperson.
9. You did not include your mastery of devices and software in your APPROACH.
10. You do not adhere to the guidelines stated.