Successful selling is based on planning and preparation
Order ID:89JHGSJE83839 Style:APA/MLA/Harvard/Chicago Pages:5-10 Instructions:
Successful selling is based on planning and preparation before the sales call and sales presentation. One of the most important areas of preparation pertains to understanding a product’s features and how those features might solve buyers’ needs.
The link between product features and buyers’ needs is accomplished by converting a product’s features into benefits for the buyer. Benefits are solutions to needs. It is important to realize that specific product features may yield different benefits to different buyers. Thus, preparation includes imagining the variety of buyers’ needs that a feature might address and how to uncover potential benefits through questioning.
The objective of the sales presentation assignment is to gain experience applying the selling process by planning for and preparing a formal sales presentation to meet the needs of a customer. This assignment will help you apply and integrate all of the course objectives for MKG 360. The sales presentation assignment will be completed in sections with the final sales presentation due in Module 8.
Throughout the course, you will complete a number of graded Sales Call Presentation milestone assignments that will support your work on your final project. Throughout the course, you will also have reminders that will prompt you about where you should be in the project development process.
For the purposes of your final portfolio assignment, you are a sales person for an international sales organization of your choice. You will be expected to revise the Milestones you completed in Modules 1, 4, and 7, add the Module 8 slides and submit a final Sales Call Presentation in Module 8 as a Portfolio Project.
Module 1 Milestone: Identifying Prospective Customers
Identify a prospective customer, including the customer’s name, the industry, and a brief description of his or her needs.
Identify your total market offering: Consider what you could potentially sell to the prospective customer.
Module 4 Milestone: Making the Professional Introduction
How would you introduce your organization? How would you gain a prospect’s attention?
Effectively build rapport: How can you establish it?
Create a transition from rapport to needs identification.
Module 7 Milestone- Identify Needs
Discuss decision criteria and the people involved in the decision-making process.
Module 8 Milestone: Product/Service Description and Close
Present benefits based upon buyer needs instead of just features.
Create a logical, convincing presentation with a strategy to communicate and persuade regarding reason to buy.
Persuasively present a reason to buy.
Asks for business or appropriate commitment from the buyer, given the nature of this particular sales call.
Conclusion.
RUBRIC
Excellent Quality
95-100%
Introduction 45-41 points
The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned.
Literature Support
91-84 points
The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned.
Methodology
58-53 points
Content is well-organized with headings for each slide and bulleted lists to group related material as needed. Use of font, color, graphics, effects, etc. to enhance readability and presentation content is excellent. Length requirements of 10 slides/pages or less is met.
Average Score
50-85%
40-38 points
More depth/detail for the background and significance is needed, or the research detail is not clear. No search history information is provided.
83-76 points
Review of relevant theoretical literature is evident, but there is little integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are included. Summary of information presented is included. Conclusion may not contain a biblical integration.
52-49 points
Content is somewhat organized, but no structure is apparent. The use of font, color, graphics, effects, etc. is occasionally detracting to the presentation content. Length requirements may not be met.
Poor Quality
0-45%
37-1 points
The background and/or significance are missing. No search history information is provided.
75-1 points
Review of relevant theoretical literature is evident, but there is no integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are not included in the summary of information presented. Conclusion does not contain a biblical integration.
48-1 points
There is no clear or logical organizational structure. No logical sequence is apparent. The use of font, color, graphics, effects etc. is often detracting to the presentation content. Length requirements may not be met
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