Final draft: Preparation of a sales presentation. Students will develop a sales pitch, an order development process, customer interaction, order delivery and closing documents to finalize the sale.

 

1. Selecting a product or service as the basis for developing a sales strategy. 

 

2. Describe the product or service and the target customer or target market. 

 

3. Develop a sales strategy for the product or service, including the description of the sales process steps: 

3a. Describe the sources you will use to identify prospects and the information you need from those sources. 

3b. Identify the purpose of the sales interview and how you will prepare for the interview.

3c. Develop the sales pitch (taking solutions into account) and the approach of the sales interview. 

3d. Identify possible objections and how to respond to each.

3e. Describe and argue about the strategy of closing the sales interview, including closing documentation. 

3f. Describe an after-sales monitoring plan.