1. This project will be your outline for strategically planning your final sales presentation. The company you choose must sell to another business, not to the end consumer. The company and my role as the buyer must be approved by me. The first sections you submit will be graded. See the syllabus for due dates for first sections and the complete manual due date.
2. Your sales manual must include at least three references that are not company websites. It is essential that you do some research to understand the industry in which you’re competing. If there are no references in the document (including the first sections you submit), you will receive zero points for the project.
3. The following outline should be used in preparing your manual, which you will submit toward the end of the course. The manual should be written as a business report (single-spaced paragraphs, double-spaced between them). See business writing checklist on Vista for assistance. References should be included in APA format. Suggested number of pages do not include visuals, graphs or charts
this is my part.. single space paper.. the company is Big 5 Sporting Goods
III. Developing a Product Strategy*
A. Description of company
B. Description of product/created product solution
C. Description of technical expertise needed by salesperson
D. Develop feature benefits worksheet. (See Tables 6.2 and 6.3)
E. Is this a new and emerging or mature and well-established product?
F. Will you use a price or value-added product strategy?
IV. Developing a Customer Strategy*
A. Describe the typical buying motives of prospect.
B. Describe the typical prospect as an individual (and as a company representative, if appropriate).
C. How are prospects identified in most cases?
V. Developing a Presentation Strategy*
A. Preparing for the final sales presentation.
1. List presentation objectives.
2. Describe a typical sales cycle (how many calls).
3. Describe a team presentation strategy.
4. Describe ways to achieve a good social contact.
5. Describe methods to achieve good business contact (prepare a business contact worksheet—See Table 10.1).
B. Creating the sales presentation
1. List questions that will determine the prospect’s needs (prepare a need discovery worksheet—see Table 11.2).
2. Match typical customer buying motives with features and benefits of the product, company, and salesperson.
3. Create a summary of an appropriate need-satisfaction presentation strategy (informative, persuasive, or reminder).
Use the order calculator below and get started! Contact our live support team for any assistance or inquiry.
[order_calculator]