Capstone Project Presentation Continues (32%)

Prospecting and Interviewing a Business-to-Business Sales Professional

32% weight on Final Term Mark

The first objective is for students to learn new concepts and ideas, by interviewing, in person/virtual, an experienced business to business sales professional. The sales professional must have a minimum of 5 years selling experience and is in the field of selling business to business.

Business solutions (this eliminates ALL RETAIL) to their customer/prospect base. The research report will reflect what the students learned in terms of sales concepts and ideas from this in-person/virtual interview.

Retail sales professionals are not candidates for this research paper.

The second objective is for students to experience the sales process of prospecting for a client/interview, setting up an appointment and preparing and conducting a sales/information interview.

Students will work in groups of three on this research paper. The final research paper (part 1, 2 and 3) is due before the start of class 12. This project will be weight 32% of final term mark.

A mark of zero will be granted if the deadline is missed, no late papers or sections will be accepted.