MKT$2080$ Final Role Play Call Planner Template Part $1(15\%)-$ OLC

Name: Tusshar Rai Berry

Final Role Play Product Assigned: Garmin watch

Target Market for Final Role Play Product: $(1$ mark$)$

What is SRP$?$

Where did you find this price? Include link to product with price. $(1$ mark$)$

Main Competitor to your Final Role Play Product:

$(1$ mark$)$

List $1$ strength and $1$ weakness for the competitive product:

$(1$ mark$)$ Strength:

Weakness:

Buyer Needs. List $5$ needs your product can satisfy for the B$2$B Buyer $($situational$,$ social, functional, psychological, knowledge$)$

$(5$ marks$)1.$

$2.$

$3.$

$4.$

$5.$

Prospects $-$ Think about the criteria for your ideal Prospect for your Final Role Play Product. You will be focusing on small to mid$-$size companies. Name, address, phone, key contact in the organization: who they are and their title.

List $5$ criteria for a Prospect that would fit your assigned product. What are the common attributes that this ideal prospect would have?

$(5$ marks$)1.$

$2.$

$3.$

$4.$

$5.$

Research $3$ small or mid$-$sized real$-$life companies that fit your criteria above that you would contact to set up a sales call to sell your product. List the company details in each section, research who the appropriate person to contact would be on their website or LinkedIn Profile. Please note: Companies such as Walmart and Canadian Tire are large companies and will not be accepted for this assignment.

Company $1$:

$(10$ marks$)$ Name:

Head Office Address:

Head Office Phone:

Link to their Website:

Contact Name$/$Title:

Why do you think this prospect is suitable for your product?

Company $2$:

$(10$ marks$)$

Name:

Head Office Address:

Head Office Phone:

Link to their Website:

Why do you think this prospect is suitable for your product?

Company $3$:

$(10$ marks$)$

Name:

Head Office Address:

Head Office Phone:

Link to their Website:

Why do you think this prospect is suitable for your product?

FAB

Benefits based selling with supporting information will lead to more sales

Feature

List one feature per box

$(1$ mark each $3$ marks total$)$ Advantage

Performance Characteristic

$(1$ mark each $3$ marks total$)$

Benefit

Something that will matter to the customer, the so$-$what?

$(1$ mark each $3$ marks total$)$

$1.$

$2.$

$3.$

Customer Value Proposition A concise statement of how you will add value to the prospect$$s business by meeting a need or providing an opportunity. Include a brief description of the product you will be proposing during your final role play meeting.

Description of Your Product: $(2$ marks$)$

Value Proposition Statement $(1$ sentence$)$:

$(2$ marks$)$

USP $($Unique Selling Proposition$)$:

$(2$ marks$)$

Pre$-$Approach Plan$-$ Select one of the Prospects you researched above. The remainder of this Call Planner will be completed with this Prospect in mind.

Name of Qualified Prospect: $(1$ mark$)$

Why did you choose this Prospect: $(2$ marks$)$

If you were to enter this Prospect into your CRM program such as Salesforce, what details would you include? List those details here: $(3$ marks$)$

Sales Call Objective

What do you wish to achieve in this meeting?

Make sure you set a SMART goal. $(2$ marks$)$

Marketing Plan details $($location in store, advertising details, in$-$store promotional material, return policy, warranty, spokesperson, push and pull strategy$).$ Make sure they are applicable to the assigned product or service and to the prospect you have selected: $(3$ marks$)$

Business Proposition $($may include the cost of your product, SRP$,$ margins, incentives that you would offer the buyer$)(3$ marks$)$

Recommended Order:

$(2$ marks$)$

Negotiable Details $($may include training, free samples, contest paid by supplier, be creative with your ideas here$)(3$ marks$)$

Planning the Approach $$ This section includes what you would say to the prospect either on a cold call or your first meeting. For the prospect you have selected above, script two different approaches for your assigned role play product. State the approach and write what the salesperson will say exactly. Remember, the approach should match the customer.

Approach $1$

What approach would you use for this Prospect: $(1$ mark$)$

Why did you choose this Approach: $(2$ marks$)$

State exactly what you would say $($a script$)$ to the customer: $(3$ marks$)$

Approach $2$

What approach would you use for this Prospect: $(1$ mark$)$

Why did you choose this Approach: $(2$ marks$)$

State exactly what you would say $($a script$)$ to the customer: $(3$ marks$)$

Needs Analysis Questions $$ Create $5$ open$-$ended needs analysis questions that will uncover the customer$$s real needs. This will help you tie their needs to your FAB.

Question $1(2$ marks$)$

Question $2(2$ marks$)$

Question $3(2$ marks$)$

Question $4(2$ marks$)$

Question $5(2$ marks$)$

$100$ marks total