Sales presentation
Paper details:
In this project you will, individually, create a sales presentation utilizing the concepts discussed in the textbook. The following outlines the project (In addition, the grading rubric in the syllabus will help guide your project):
Form and identify the company and product/service you will be selling and post it to the PROJECT discussion board no later than end of Week 2 for instructor approval.
The individual develops the project utilizing the concepts of relationship selling. Thus, the project should identify elements from chapters 1 through 9 of the textbook. The project will contain 2 elements: a written paper and a PowerPoint presentation.
NOTE: The written component of the project should be between 3-4 pages long. Additionally, the paper should include a title page, table of contents, and references (minimum of 3 references required).
The PowerPoint (PPT) component of the project should be approached as if you were going to present it to the class in the classroom. PPTs should not exceed 10 slides. Further, the PPT is not a repeat of what you put in the written report. Be creative… this is your presentation!
The project should be submitted in the dropbox as soon as possible so that you can check the turnitin score so you have time to view and correct any originality issues regarding their project. You can submit as many times as needed up until the due date…I only read the last submission. If your originality report is 18% or less it is acceptable. Final projects are DUE in the Dropbox no later than the end of Week 15. (100 points)
Tips to remember for the written component:
The written report is to include, in the following order:
Identification and summary of the company and product/service.
Summary of the marketing strategy including the marketing mix variables: product, place, price, promotion.
The primary emphasis should be placed on the promotion variable of the marketing mix. In this section you will identify their customer, value proposition, sales message, close, and follow-up. We will use chapters 1-9 for the development of the sales presentation. Do not include the remaining chapters.
A grading rubric for the sales presentation is located in the syllabus and will offer additional guidance in determining the necessary information to include in the project.
Note: It is unlikely that your customer won’t have any objections or concerns. Remember that objections and concerns are opportunities for you to demonstrate to the customer your knowledge of their situation and the benefits that you can offer them that your competition cannot. You must communicate the value that you are offering.
Tips to remember for the PowerPoint Presentation:
Presentation Style: Problem-Solving
Approach Strategies: Referral, Customer Benefit, Question, Assessment, Product Demonstration
The Sales Presentation Model:
Remember that characteristics of a great sales presentation include the following:
Explain the value proposition
Asserts the advantages and benefits of the product
Enhances the customer’s knowledge of the company, product, and services
Creates a memorable experience
Recall the summary of customer concerns and guidelines for negotiating win-win solutions.
Negotiation Strategies: Question, Direct Denial, Indirect Denial, Compensating for Deficiencies, Feel-Felt-Found, Third-Party Endorsements, Bounce-Back, Defer, Trial Offer
Recall that selling is not a linear process and the close should be natural progressions that help establish and build your relationship- not destroy it.
Closing Methods: Assumptive, Minor Point, Alternative Choice, Direct, Summary-of-Benefits, Balance Sheet, Buy-Now, Trial Close
-The company i want for the is either simlife or ADT. Link gives you some research on thecgom.
– link to book http://libgen.rs/search.php?req=978-1-337-40800-4&lg_topic=libgen&open=0&view=simple&res=25&phrase=1&column=def
