Pre Approach Planning Checklist $($Worth $1$ Mark$)$

Establish your objectives

Prepare an opening statement

Briefly outline your message

Ask for what you want

Prepare for possible objections

Confirm all contact information

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Cold Call Script $($Worth $2$ Mark$)$

Background:

Company Name:

Contact Name:

Title:

Contact Email:

Contact Phone #:

Script for initial contact:

Gatekeeper Script:

Voice mail Script:

Follow up Email message:

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In class today, you will be doing $6$ roleplays, $3$ as a sales rep and $3$ as a Prospect. $($Worth $1\mathrm{.}5$ Marks$)$

Role Play #$1-$ When playing the role of the sales rep, please hand this to the student playing the role of the Prospect to fill out and provide you with feedback. Prospect$$s Name: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

Area of Strength #$1$

Area of Strength #$2$

Area of Improvement #$1$

Area of Improvement #$2$

Additional Comments

Role Play # $2-$ When playing the role of the sales rep, please hand this to the student playing the role of the Prospect to fill out and provide you with feedback. Prospect$$s Name $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

Area of Strength #$1$

Area of Strength #$2$

Area of Improvement #$1$

Area of Improvement #$2$

Additional Comments

Role Play # $3-$ When playing the role of the sales rep, please hand this to the student playing the role of the Prospect to fill out and provide you with feedback. Prospect$$s Name $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

Area of Strength #$1$

Area of Strength #$2$

Area of Improvement #$1$

Area of Improvement #$2$

Additional Comments

On back of this page reflect on the roleplays and the feedback you received. Where there surprises? What do you think of the feedback? How can you improve$/$apply this feedback? $($Worth $0\mathrm{.}5$ Mark$)$