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The purpose of this project is to review and apply the key concepts covered during the course. You, as the salesperson, will select a company to represent and a specific product or product group to sell. You will then research the prospect company and develop a sales presentation based on class lectures, readings, library information searches, and company contacts. Sales Presentation Report: All submitted work must be double-spaced, 12-point font, and one-inch margins and conform to APA standards. This is a research project. Use a variety of sources such as books, industry journals, professional magazines, and newspapers as you prepare your report and presentation. A minimum of five (5) references must be used. The written report must not exceed seven (7) pages, excluding title page and appendix which may include presentation graphics and any support documents.

Date Posted: 14/11/2017
Category: Business
Due Date: 26/11/2017
Instruction
Required information: please reference the item number in your report. 1. Your business card (computer-generated facsimile is acceptable) (see www.designyourowncard.com) 2. Your sales objectives (must be SMART) 3. A customer profile a. company name, address, and website b. business type c. buyer’s name, telephone number, and e-mail address d. people who influence buying decision or aid in selling your product and benefits sought e. buying hours and best time to see buyer f. receptionist's name g. buyer's personality type 4. Approaches used and why (list categories: introductory, customer benefit, complimentary, demonstration, etc.) (minimum of two) 5. Demonstrations (explain) 6. Competitive analysis (must include your CA over them) 7. Customer benefit plan a. Need, FAB (list Need 1/F1/A1/B1, Need 1/F2/A2/B2, etc.) (should match buyer’s needs) b. Suggested purchase order and justification 8. Marketing plan (assist buyer in reselling) 9. Business proposition (e.g., profit forecast, ROI) 10. Persuasion techniques (e.g., suggestive proposition, prestige) used and why (minimum of two) 11. Negotiation strategy (e.g., bargaining chips, walk away-price, what you want in return, discounts, break-even analysis) 12. Anticipated objections (e.g., direct, boomerang) and handling techniques used and why (minimum of two) 13. Closing techniques used (e.g., probability, alternative) and why (minimum of two) 14. Sales presentation (single spaced) containing buyer and seller dialogue (must include one SELL technique) which must be labeled in bold print (e.g., trial close, persuasion, objections, SPIN, close), otherwise minus seven points off your written report grade.
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