The objective of this assignment is to gain experience applying the interactive selling process by planning for and preparing a formal sales presentation to meet the needs of a customer. This assignment will help you to apply and integrate all of the Terminal Course Objectives for Marketing 420 Salesmanship.
|Documentation & Formatting||20||10%||The assignment should include a title page, table of contents, objectives, presentation including script or cohesive notes, references. Correct grammar, spelling and punctuation are important.|
|Organization & Cohesiveness||20||10%||The format, flow of ideas and presentation should follow the Interactive Sales Process (which can be reviewed in the Week 1 lecture, Interview With The Super Sales Rep: The Interactive Selling Process) by including prospecting, pre-approach, approach, presentation, closing, anticipating and handling objections, and planned follow up.|
|Editing||100||50%||How effectively the content of the assignment addresses each of the steps in the interactive selling process and presents a clear and effective solution for the customer.|
|Script Content||60||30%||An accompanying script that clearly articulates points to be made in the presentation. While the presentation itself may contain bullets and be succinct as a useful presentation/sales aid, the script should be written in clear and complete sentences that address the points to be made in the presentation.|
|Total||200||100%||A quality paper will meet or exceed all of the above requirements..|
The following are the best practices in preparing this assignment.
You may want to review the following course information for guidance in preparing this assignment:
|Planning Your Work|
This is a lengthy assignment that you should work on throughout the first seven weeks of the course. While there is no requirement to submit partial work prior to the due date, you may want to set some milestones to keep yourself on track, as leaving this assignment until close to the due date could prove detrimental to your grade outcome. Some suggested milestones follow:
Week 1 – Select your product or service and your customer
Week 2 – Fully describe your customer scenario – business, products and services, decision makers and potential needs.
Week 3 – Review the Week 1 Interview with the Super Sales Rep: The Interactive Selling Process (ISP) and the weeks 1 to 3 Test Your Knowledge exercises, the text readings (Chapters 3, 4 and 5) and think about how they will prepare you for the presentation.
Week 4 – Draft the Prospecting, Pre-Approach and Approach sections of the assignment and review the Knockout Sales Presentation Tutorial in the Week 4 Lecture.
Week 5 – Draft the Presentation section of the assignment
Week 6 – Review the Test Your Knowledge exercises at the end of the weeks 4, 5 and 6 lectures. Draft the Closing, Objection Handling and Follow-up sections of the Call.