All research must be identified using MLA standards. This includes in-text citations and a Reference sheet attached at the end of the report.

Company- DHL, selling courier services to B2B company Walmart.

Step 1 The Approach

Now you are actually meeting them to have the sales conversation.

Write this section in a dialogue format:

Introduce yourself and your company

Put the customer at ease. Make small talk if appropriate based on the buyers communication style, to get the customer involved in the conversation and to continue building rapport and trust.

Transition the conversation to the business at hand.

Start to ask the customer questions in order to establish and confirm needs

Step 2 Needs Assessment This critical step in the sales process is a conversation with a prospect where you uncover and/or confirm specific needs that the buyer has and would like to solve.

List three potential needs (problems or opportunities) for your product that, based on your research, the buying company may have. 1) 2) 3)

Explain why each of these is potentially important to the customer. 1) 2) 3)

Using SPIN present a list of the questions you will be asking the buyer to both uncover needs and make them important enough to take action. List three SITUATION Questions: 1) 2) 3)

List three PROBLEM Questions 1) 2) 3)

List Three IMPLICATION Questions: 1) 2) 3)

List three NEED-PAYOFF Questions: 1) 2) 3)

How will you demonstrate active listening during the sales call? 1) 2) 3) 4) 5)

Step 3 Presenting Solutions You have completed the needs assessment now it is time to make the sale. What is your product/service recommendation and how will it meet the explicit needs expressed by your buyer? Describe and explain.