1. Description The ability for a sales professional to create and communicate selling points for a product or service is a crucial skill for successful sales dialogues. Sales representatives meeting with prospective buyers during the qualification stage are tasked with communicating benefits based on established or customized selling points. While companies generally employ an established unique selling propositions (USP) as a statement to differentiate offerings from the competition, when dealing with individual customers, more granular selling points are needed to match specific needs. Many firms use the FAB approach; (F) Features; (A) Advantages; and (B) Benefits, to explain the selling points in detail. Industry guest speakers will host information sessions throughout the semester about their respective company and products/ service offerings. The learner will have the opportunity to engage in guest speaker presentations to gather background information. It is expected that learners will pose pertinent questions to uncover new selling points for the company based upon their understanding of target markets and company capabilities. The goal is to identify new value opportunities for the guest speakers company to communicate in future customer sales presentations. Learning Objective: To develop the skills necessary to formulate and write compelling benefits statements to present a firms key selling points to its customers. Deliverables 1. Identify a minimum of three new selling points, a. Create a statement that could be presented to the customer (example). b. Address FAB elements for each point: i. Features- of the product or service. ii. Advantages- key advantages to the company or customer based upon their market segment. iii. Benefits- describe how this would generally benefit the intended customer c. Ensure that specific value is identified for the customer- For example, if the customer was presented with your selling point, how would they see value for the price exchanged. 2. Present in a standard memo format: a. Addressed to guest speaker and company. b. Single spaced, 11-point font, approx. 1 page in length. c. Present each selling point with a subheading. please give me answer asap