Guidelines for this assignment:

As the basis for your sales strategy, use the information given to you in Appendix $3($Parts $1$ and $2)$ of the textbook $"$ Developing a Sales Oriented Product Strategy" using the information starting on page $419$ of the text. There is a lot of background information given in the text on the Park Shores Resort & Convention Center and your role as a sales trainee. You will also use this information later for your final sales presentations $($team project$)$ so any additional effort made here will lessen your work later.

The focus will be the information and sales memorandum for the "Leigh Combs Epic Design Systems Account $($ignore the YWCA account$).$

You may use any information about Park Shores anywhere in Appendix $3$ and I highly suggest reading ahead, but the key sales memorandum from your boss is to be found on page $465.$

An effective sales presentation is built with an effective strategic plan.

Every step of the sale, from the approach to servicing the sale, is planned. A well$-$planned sales presentation is not memorized. It is a logically planned outline that carries the salesperson$$s thoughts from one step to the next. This project will be the start to an outline for strategically planning your sales presentation to Leigh Combs on behalf of Park Shores.

The suggested outline is:

A Title Page

A$.$ Name of product to be sold.

B$.$ Name of company you are selling for.

C$.$ Course name and number.

D$.$ Your name and date.

I. Describe the situation$/$customers $(1-2$ paragraphs$)$

II$.$ Developing a Relationship Strategy for this customer

A$.$ Describe the typical relationship between salesperson $($you$)$ and this customer

B$.$ Describe what would be the appropriate salesperson$$s attitude.

C$.$ Describe the appropriate salesperson$$s appearance.

D$.$ Describe the methods you would use to strengthen a long$-$term relationship for repeats and referrals.

E$.$ Describe your chosen communication style for this customer.

III. Developing a Personal Selling Philosophy

A$.$ Describe the marketing setting $($e$.$g$.,$ retail, wholesale, manufacturing or service$)$ in this scenario.

B$.$ Describe the role of personal selling in this scenario.

C$.$ Describe the typical salesperson$$s training to become a consultant$/$problem$-$solving type of salesperson $($i$.$e$.$ how should Park Shores Resort train you for this job?$).$

IV$.$ Developing a Product Strategy

A$.$ Detailed description of the prospect customer$/$company

B$.$ Description of product$/$created product solution

C$.$ Description of technical expertise needed by salesperson in this scenario

D$.$ Develop feature$-$benefits worksheet $($see table $6\mathrm{.}2,$ on page $129$ for example$).$

E$.$ Is this a new and emerging or mature and well$-$established product?

F$.$ Will you use a price, or a value$-$added product strategy, and why?

V$.$ Next Steps

A$.$ Reiterate your description of the customer$/$company

B$.$ Description of product$/$created product solution for this customer.