A NOTE ON INDIVIDUAL (VIDEO) SALES PRESENTATION ASSIGNMENT This is an Individual Assignment. Objective: The process of winning a sale begins with preparing for the sales call followed by making an effective sales presentation to a customer. The objective of this assignment is to provide you with first-hand experience in preparing for a sales call and making an effective sales presentation to an actual Business-to-Business (B2B) company Instructions: 1. You are a sales representative for a business that sells its products or services to another business (B2B). 2. You will select a business company that you are working with as a sales representative. The business/ company to be selected may be any B2B company of your choice that does business in Canada (excluding the companies listed in footnote 2 on this page) and sells its products or services to another business and not to a consumer like you and me). It cannot be a retail business that only sells directly to consumers (B2C). If you are an entrepreneur, you are welcome to choose your own B2B business/company for the assignment. (Tips for identifying B2B companies to use for this Assignment #2 are given in Annexure lat the end of this Note). 3. Having selected a business/company, you will then choose any one product of the company on which you will be making the sales preparation, and a video sales presentation. 4. Next, you will choose a prospect /customer you will be selling to and prepare for your sales call. (Obtain approval of the name of the Business company and its Business Customer/prospect to whom you will make a sales call by FEB. 16, preferably earlier. See section on Immediate Action Required on pages 8-9). S. Your preparedness for the sales call would form the basis of developing the sales presentation The key to success is sound research, preparation and practice. Studies and experience of sales professionals bring out that better-prepared sales calls and sales presentations have greater chances of winning the sale and the customer. 1 A short note on Key Characteristics of B2B buying and selling is given in Week 2 Learning Materials in Blackboard. For a detailed understanding please refer to Chapter 8 on "The Buying Process and the Buying Behaviour" of the course text ? IMPORTANT: Please note that you CANNOT choose to work for or choose as a prospect /customer any of the following listed companies for this assignment:: Adidas, Alibabo, Apple, Amazon, Beats headphone, Bell, Canada Computers, CISCO. Coca Cola, Dell, DHL,E-Bay, FEDEX, Freedom mobile, Google, Intel, Lenovo, Magno, Microsoft, Nike, Pepsi, Proctor & Gamble (P&G), Pumo, Rogers, Samsung, SHOPIFY, Sony, Stoples, Telus, The Source, Unilever, UPS, Wind Mobile, ZOOM, and No Banks. 1 Assessment & Evaluation Assignment # 2 is worth 15% of the final grade. This assignment has two parts, each part carrying a weightage of 7.5%. Both the parts of the Assignment # 2 will be DUE for Submission on Feb. 27. Part I covers the preparatory part of the sales call, as per the details listed below and submitted as PowerPoint slides in a set of PPTs under Assignments on Bb. Part II: covers the preparation of a video sales presentation based on the preparation for the sales call completed and submitted in Part I. Addressed to the customer, video Sales Presentations will be delivered to your instructor by recording your presentation using a video camera, then downloading the video onto YOUTUBE and sending the YOUTUBE VIDEO LINK to your instructor (see instructions) by or before the required due date. MP 4 also works well. The video link address should be given within the "Comments" area when submitting your PPT slides file on Blackboard or you may e-mail the video file link to me. PART 1: REQUIRED COVERAGE TO BE SUBMITTED In 11 PowerPoint slides on Bb DUE: FEB 27. Slide No. Required Coverage Slide 1 Title Slide: Title Slide (1) Name of the student, and ID (ii) Name of the company selected for the assignment, Name of the customer to whom sales presentation will be made Name of the company Product selected for presentation. Slide 2 Information on Company you chose to work for as a Sales Representative: Information on a) Company name in full Company you b) Company address c) Basic information on the company: chose to work (i) What products or services do they provide as a sales (ii) Years in business representative. (iii) Target customers (iv) (Approx.) annual revenue and year (v) Unique Accomplishments, awards won, honours received. Slide 3. A brief overview of Major Industry and Market Trends Major industry and market (a) What are the major industry trends and/or market trends? trends relating (b) How is your company adapting? to your company's products/ services On Slides 4 to 6: Provide details relating to Company you chose to work for as a sales representative Slide 4 (a) What is the product or service you will be selling? Remember it must be a B2B selling. Information on Product/ service and its 3 features and benefits (b) Describe 3 key features and 3 corresponding Benefits of the product/service you are selling. (Read Chapter 6 of the course text for clearly understanding features and benefits) IWNH FEATURES 1 2 3 Corresponding BENEFITS 1 2 3 INIP (a) who your competition is? Slide 5 Competition product & its advantages (b) Indicate 3 advantages the competition's product/service has over your product or service. Slide 6 (a) Now describe three advantages your product/service has over the Your Product's competition. advantages (b) What is the VALUE PROPOSITION of the product/service you are and its Value selling Proposition On Slides 7-8 give details on the Business Company you are selling to le., the Prospect / Customer Slide 7 Information on the company you are selling to; Information on the Business company you are selling to the Prospect/ Customer) (a) Company name (b) Company address (if a multi-national, provide a Canadian address. (c) Brief details regarding the Prospects' company: (i) (ii) (iii) What does the company make/sell Number of years in business The Size of the business: No. of Employees, No. of offices, Approx. Annual Revenue / year Who are its key customers? What are its future plans? Unique accomplishments. (iv) (v) (vi) Prospect's / Customer's Needs/problems identified by you: Slide 8 (Continued from Slide 7) (a) List three needs or problems you can identify the prospect ( customer) as having, which your product or service can resolve. Prospect's / customer's Needs / Problems as identified by you (b) Describe these needs/problems from the point of view of the prospect/customer. Put yourself in their shoes. (Empathy). Refer back to your features and benefits of the product/service to guide you. Need / Problem of Prospect Name of your product/model that can resolve the problem / meet the need 1 2 3 WIN 1 2 3 Slide 9 Summarize your presentation Slide 10 Summarize your Presentation by making an appropriate and effective statement that links it back to the key benefits you will be providing to this potential customer. (a) State your concluding Sales Pitch (b) Tell your customer/audience what you would like them to do as a result of your presentation Your concluding sales pitch Slide 11 References References: Cite references of data/information sources used in the preparation of the sales call. . TIPS for preparing PowerPoint Slides Keep information on slides to a summary level. Ensure that your slides are readable, attractive and effective and not too crowded or busy. Standardize position, colours and styles. Use colours that contrast and compliment Include visuals of your product to generate more interest. Properly sequence the slides to provide a natural flow to the content covered. . A NOTE ON INDIVIDUAL (VIDEO) SALES PRESENTATION ASSIGNMENT This is an Individual Assignment. Objective: The process of winning a sale begins with preparing for the sales call followed by making an effective sales presentation to a customer. The objective of this assignment is to provide you with first-hand experience in preparing for a sales call and making an effective sales presentation to an actual Business-to-Business (B2B) company Instructions: 1. You are a sales representative for a business that sells its products or services to another business (B2B). 2. You will select a business company that you are working with as a sales representative. The business/ company to be selected may be any B2B company of your choice that does business in Canada (excluding the companies listed in footnote 2 on this page) and sells its products or services to another business and not to a consumer like you and me). It cannot be a retail business that only sells directly to consumers (B2C). If you are an entrepreneur, you are welcome to choose your own B2B business/company for the assignment. (Tips for identifying B2B companies to use for this Assignment #2 are given in Annexure lat the end of this Note). 3. Having selected a business/company, you will then choose any one product of the company on which you will be making the sales preparation, and a video sales presentation. 4. Next, you will choose a prospect /customer you will be selling to and prepare for your sales call. (Obtain approval of the name of the Business company and its Business Customer/prospect to whom you will make a sales call by FEB. 16, preferably earlier. See section on Immediate Action Required on pages 8-9). S. Your preparedness for the sales call would form the basis of developing the sales presentation The key to success is sound research, preparation and practice. Studies and experience of sales professionals bring out that better-prepared sales calls and sales presentations have greater chances of winning the sale and the customer. 1 A short note on Key Characteristics of B2B buying and selling is given in Week 2 Learning Materials in Blackboard. For a detailed understanding please refer to Chapter 8 on "The Buying Process and the Buying Behaviour" of the course text ? IMPORTANT: Please note that you CANNOT choose to work for or choose as a prospect /customer any of the following listed companies for this assignment:: Adidas, Alibabo, Apple, Amazon, Beats headphone, Bell, Canada Computers, CISCO. Coca Cola, Dell, DHL,E-Bay, FEDEX, Freedom mobile, Google, Intel, Lenovo, Magno, Microsoft, Nike, Pepsi, Proctor & Gamble (P&G), Pumo, Rogers, Samsung, SHOPIFY, Sony, Stoples, Telus, The Source, Unilever, UPS, Wind Mobile, ZOOM, and No Banks. 1 Assessment & Evaluation Assignment # 2 is worth 15% of the final grade. This assignment has two parts, each part carrying a weightage of 7.5%. Both the parts of the Assignment # 2 will be DUE for Submission on Feb. 27. Part I covers the preparatory part of the sales call, as per the details listed below and submitted as PowerPoint slides in a set of PPTs under Assignments on Bb. Part II: covers the preparation of a video sales presentation based on the preparation for the sales call completed and submitted in Part I. Addressed to the customer, video Sales Presentations will be delivered to your instructor by recording your presentation using a video camera, then downloading the video onto YOUTUBE and sending the YOUTUBE VIDEO LINK to your instructor (see instructions) by or before the required due date. MP 4 also works well. The video link address should be given within the "Comments" area when submitting your PPT slides file on Blackboard or you may e-mail the video file link to me. PART 1: REQUIRED COVERAGE TO BE SUBMITTED In 11 PowerPoint slides on Bb DUE: FEB 27. Slide No. Required Coverage Slide 1 Title Slide: Title Slide (1) Name of the student, and ID (ii) Name of the company selected for the assignment, Name of the customer to whom sales presentation will be made Name of the company Product selected for presentation. Slide 2 Information on Company you chose to work for as a Sales Representative: Information on a) Company name in full Company you b) Company address c) Basic information on the company: chose to work (i) What products or services do they provide as a sales (ii) Years in business representative. (iii) Target customers (iv) (Approx.) annual revenue and year (v) Unique Accomplishments, awards won, honours received. Slide 3. A brief overview of Major Industry and Market Trends Major industry and market (a) What are the major industry trends and/or market trends? trends relating (b) How is your company adapting? to your company's products/ services On Slides 4 to 6: Provide details relating to Company you chose to work for as a sales representative Slide 4 (a) What is the product or service you will be selling? Remember it must be a B2B selling. Information on Product/ service and its 3 features and benefits (b) Describe 3 key features and 3 corresponding Benefits of the product/service you are selling. (Read Chapter 6 of the course text for clearly understanding features and benefits) IWNH FEATURES 1 2 3 Corresponding BENEFITS 1 2 3 INIP (a) who your competition is? Slide 5 Competition product & its advantages (b) Indicate 3 advantages the competition's product/service has over your product or service. Slide 6 (a) Now describe three advantages your product/service has over the Your Product's competition. advantages (b) What is the VALUE PROPOSITION of the product/service you are and its Value selling Proposition On Slides 7-8 give details on the Business Company you are selling to le., the Prospect / Customer Slide 7 Information on the company you are selling to; Information on the Business company you are selling to the Prospect/ Customer) (a) Company name (b) Company address (if a multi-national, provide a Canadian address. (c) Brief details regarding the Prospects' company: (i) (ii) (iii) What does the company make/sell Number of years in business The Size of the business: No. of Employees, No. of offices, Approx. Annual Revenue / year Who are its key customers? What are its future plans? Unique accomplishments. (iv) (v) (vi) Prospect's / Customer's Needs/problems identified by you: Slide 8 (Continued from Slide 7) (a) List three needs or problems you can identify the prospect ( customer) as having, which your product or service can resolve. Prospect's / customer's Needs / Problems as identified by you (b) Describe these needs/problems from the point of view of the prospect/customer. Put yourself in their shoes. (Empathy). Refer back to your features and benefits of the product/service to guide you. Need / Problem of Prospect Name of your product/model that can resolve the problem / meet the need 1 2 3 WIN 1 2 3 Slide 9 Summarize your presentation Slide 10 Summarize your Presentation by making an appropriate and effective statement that links it back to the key benefits you will be providing to this potential customer. (a) State your concluding Sales Pitch (b) Tell your customer/audience what you would like them to do as a result of your presentation Your concluding sales pitch Slide 11 References References: Cite references of data/information sources used in the preparation of the sales call. . TIPS for preparing PowerPoint Slides Keep information on slides to a summary level. Ensure that your slides are readable, attractive and effective and not too crowded or busy. Standardize position, colours and styles. Use colours that contrast and compliment Include visuals of your product to generate more interest. Properly sequence the slides to provide a natural flow to the content covered