Selling Plan $(50$ Points; Team$/$Partner Grade$)*$each team hands in $1$ sales plan and all team members will receive the same grade

The purpose of the selling plan is to prepare your team for a successful sales call.

Your plan should be single$-$spaced $($approximately $5-8$ pages$)$ and must also include the visuals that you will use during your final sales call with Jan $($these can be graphs of your financials, images that you want to include etc$).$

If you want to do your visuals as a separate PowerPoint presentation, you can do that $-$ simply upload that document in addition to your written plan.

Refer to the case to make your Selling Plan robust: Kings Hawaiian Sales Case $-2.$pdfDownload Kings Hawaiian Sales Case $-2.$pdf

Below, please find the required sections for your Selling Plan and the points that will be awarded for each section.

I. Selling Goal $[5$ points$]$

Briefly explain what the "Win the Summer" promotion is and how it could benefit Best Foods.

In $1-2$ sentences, explain your sales goal with Best Foods. What are you trying to accomplish in your sales meeting with Jan?

II$.$ Buyer Profile $-$ Company $[10$ points$]$

What are Best Foods' priorities? In other words, what is important to them?

What problems or pressures is Best Foods currently facing?

Remember to think about what their customers expect and what types of competitive pressures they are facing

Choose a trend that is happening in the grocery space $($either listed in the case or one you find from individual research$)$ and explain how it is likely impacting Best Foods.

III. Buyer Profile $-$ Individual $[10$ points$]$

Create a unique profile of the customer $($Jan$).$ This profile will serve as your framework on how to behave as the buyer during the SPIN selling and role$-$play.

You may create a buyer personality much like your own personality, or take on a new personality all together.

A good buyer...

Challenges the knowledge and skills of the seller, BUT is fair.

Is concerned with his$/$her own welfare as a buyer. That is$,$ he$/$she wants to be treated fairly.

Makes sure that the seller satisfactorily handles his$/$her objectives.

Obtains information from the competition and others with similar needs as the role that you are playing

Include information from each of the sections in order to create your buyer profile:

$(1)$ Name: Subject$$s name

$(2)$ Background: Describe your demographic and psychographic profile. This information should include their age, marital status, income, values, lifestyle, etc.$*$feel free to be creative here

$(3)$ Personality Type: Choose one of the four personality types outlined in the Social Style Matrix $($i$.$e$.,$ Amiable, Expressive, Driver, Analytic$).$ Elaborate on what this personality type means in regard to how this type of buyer would behave during a buyer$-$seller interaction $($i$.$e$.,$ overly talkative vs$.$ closed of demeanor; informal vs$.$ formal, etc.$).$

$(4)$ Needs: Discuss your buyer's needs as an individual. These include what short$-$term and long$-$term objectives she would like to accomplish

$(5)$ Objections: Create a list of three to five objections your Buyer would likely raise in reaction to your sales presentation

III. Customer Benefit Proposition $($see p$\mathrm{.}215$ in textbook$)[10$ points$]$

Create a table that explains the Features and Benefits of the "Win the Summer" promotion $--$ put the Features in one column and the corresponding benefit in the next column

A feature is a quality or characteristics of the product or service. Every product has many features designed to help potential customers.

A benefit is the way in which a specific feature will help a particular buyer and is tied directly to the buying motives of the prospect. A benefit helps the prospect more fully answer the question $$What$$s in it for me$?$

VI$.$ Financials $[5$ points$]$

You want to make sure your prospect understands that the "Win the Summer" promotion is financially positive for Best Foods $-$

What financials would you want to share with Jan to communicate the financial advantage for them investing in the promotion?

Calculate a return on investment $($ROI$)$ for the promotion

V$.$ Sales Presentation Visuals $[10$ points$]$

Compile the visuals you want use during your sales call with Jan. Think about: what would be persuasive to show her?

Describe each visual aid and categorize them based on when you would use each one. This can include when responding to certain objectives and$/$or to provide evidence for certain benefit statements.

Attach visuals in appendix $($does not count toward page length max$),$ but include write$-$up of promotional support in the selling plan.

Remember you can add $($made up$)$ testimonials from other store leader for Jan if that is relevant for his social style