Deliverable 7 - Create a Sales Plan and Presentation

Assignment Content

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.
• Create 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.

Instructions

Part I:

Sales plan that does the following:

• Identifies one target business.
• Analyzes how personal selling plays a role in professional selling.
• Describes the buying process as it relates to your one target customer and the factor(s) that motivate your buyer.
• Evaluates how verbal and nonverbal communication might affect the sales process.
• Determines how partnerships and relationships could help you access your customer and similar customer leads.