PROFESSIONAL SELLING. SALES SCRIPT ASSIGNMENT.

Part 1 The Approach & Discovery Process (SPIN)

Include a script for the approach and discovery process as you prepared for the Approach Role Play. You may use the same one if you were happy with your grade or improve on it where necessary. You should have three situation questions, two problem questions, two implication questions, and a need payoff question.

Part 2 The Presentation - Features & Benefits

List five features of your product and the corresponding benefits. These should address the needs of your business customer as indicated on your Buyer Information Sheet below.

Part 3 Objections

List three possible objections that your prospect may have to your sales presentation and your responses to these objections. Use the methods for handling objections and concerns as outlined in the PowerPoint slides and in your text on pages 277 260. Identify the method you are using for each objection and write out the questions you would ask for each step of the objection handling process.

Part 4 Closes

List two trial closes you could use during the presentation and two closing statements that you might use. Identify the techniques (pages 295 300 of your text) you are illustrating.