Competency

• Determine the relationship between personal and professional selling.
• Analyze the elements of buyer behavior.
• Assess the principles of effective communication
• Utilize partnerships to generate prospects and sales leads.
• Describe how relationship building contributes to the creation of a continual sales pipeline.
• Make a product strategy for developing product solutions that add value.

Scenario

You are the newly hired regional V.P. of Sales for the Ford Motor Company. You are responsible for managing corporate vehicle sales (trucks, utility vehicles, and Lincoln luxury vehicles) for the northwest U.S. region. You must develop a plan to target buyers in your area to increase sales numbers for the company. Your plan must include an analysis of your buyer's behavior, an assessment of the principles of effective communication, a plan to use partnerships to generate prospects and sales leads, a plan to use relationship building to create a continual sales pipeline, and a product strategy to develop product solutions that create value.

Make a sales presentation that does the following:

• Identifies one target business.
• Identifies effective solution selling and differentiation techniques.
• Identifies anticipated customer objections.
• Identifies adaptive selling best practices.
• Demonstrates a value proposition strategy.