MARK 2 Professional Selling SS2020 - REVISED

Sales Presentation Assignment

Assignment Due Date: Week 12 Weighted Value: 20% Total Score: 100

This assignment will be conducted in groups of 4-5 people. (Maybe adjusted depending on class size)

You will write a report and include a sales call role to play. The role-play must be based on the 10-step sales process learned in class:

1. Prospect
2. Pre-Approach
3. The Approach
4. Presentation FABs
5. Trial Close
6. Determine Objections
7. Meet Objections
8. Trial Close
9. Closing
10. Follow-up

    Correct spelling and grammar in written report /10

    References, Citations, Bibliography /10

    Report Format (APA or MLA Format) /10

11. Components of the Report /5
    1. Cover Page
       1. Name of Company Chosen
       2. Course Code & Section
       3. Student Names
       4. Centered & Space, Font Times Roman 12, 1.5 spacing
       5. The Business/Product you are going to sell /10
          1. Name and address of the company
          2. Identify the Product you will be selling include details
       7. Sales Call & Customer Outline
          1. What do you specifically goal (S.M.A.R.T.) you want to achieve with your sales call? /5
          2. Customer must be B2B only /10
             1. Who is the customer? Describe them in detail.
             2. Outline the buyers buying needs
          3. Features/Advantages/Benefits Chart (FABs - at least 3) /10
             1. Chart format
             2. Buying needs to be matched with the product offered
       9. The Sales Call Script /30

       10. The sales call script must include all 10 steps in the sales call process (see the 10 steps above. Write the full script from point 1-10 (like a play).