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.