PART C SALES PRESENTATION ASSIGNMENT

Approach, Value Analysis, and the Trial Close

Step 5 Begin Your Sales Presentation with the Approach Go to Chapter 10 in our text and read Section 10.5 about the SPIN selling technique.

--Write-up the Situation, Problem, Implication, and Need/Payoff questions you will use to open your sales presentation. Check out my example SPIN write-ups for a product and a service posted in Assignment 7b in Canvas.

Step 6 Value Analysis: Assume that your product is a little more expensive than your competition. Give 2 reasons why your product is a good value, even if it costs more (feel free to just make up a couple of good reasons)

Reason 1-

Reason 2-

Step 7: The Trial Close --Write out two trial closes of your choice from the list included in Assignment 7b. Make the trial close questions specific to your product or service. You will use these when giving your sales presentation.

SPIN Approach Example for a Product Product: Filter device that attaches to your garden hose. Use it when washing your car. Cost: $24.95 plus refill filters at $4.95 each. Each filter will do 6-8 car washes... Situation You wash your car in back yard but you dont have time to dry it. Water dries in the sun and air. Problem Minerals in the water leave small water spot rings on the cars finish after the water drops on the car evaporate. Implication Newly washed car doesnt look clean after all that work... Also, minerals in water spots can damage car finish if left unattended. Need-Payoff Would you be interested in stocking and selling a car wash filter that filters out minerals and eliminates water spotting? The cost is $24.95 for the attachment with refill filters at $4.95 each, so you get initial sales and repeat business selling filters. You are a Sales Representative selling to OReilly Auto Parts and Pep Boys Auto Supply stores in the Seattle-Tacoma area...

SPIN Approach Example for a Service Situation Most P.C. users run Microsoft Windows Operating Systems and Microsoft regularly posts security patches and Operating Systems updates that P.C. users should regularly download to keep their P.C. safe and working well. Problem Many P.C. users are not careful about tracking and downloading updates and security patches. People dont know how or are confused about which ones to download, or just never get around to doing it. Also some sites pose as Microsoft sponsored, but are really trying to infect your computer with a virus...You dont know who to trust! Implication If you postpone these downloads it doesnt take long for your computer system to begin experiencing operating problemsslow downloads, freeze ups, etc. or even worse, get a serous virus that can destroy files and is costly to remove. Need Payoff Would you be interested in a yearly subscription to a service targeted at small business owners offered by Microsoft to automatically download all needed patches and updates onto your P.C.? We could protect up to 8 computers in your office for $195.00 per month total, and we provide some tech support if you have questions or problems in the future. NOTE: You are a sales Rep selling this service to small and medium sized offices in the Puget Sound area. You are not selling to the home or individual computer user.

Kindly solve ASAP and get double thumbs up.

Please keep in mind to solve like these two above mentioned examples