The student will prepare a comprehensive sales presentation. The presentation will include a sales dialogue template and the development of a sales aid (such as a comparison graph, a business case, or a product demonstration).

Topic

*A sales rep is selling new line of upscale dog food to the corporate buyer for a grocery store chain.

##To do only the Sales rep part, meaning, what questions to ask regarding all the rubrics.##

rubrics

criteria	1	2	3
Sales Dialogue Template	Some elements of template are incomplete or not appropriately applied	Template is complete and all elements are appropriate for the situation	Template is thoroughly developed with exceptional application of sales concepts
Sales Presentation Aid	Minimal effort is made to implement sales aid	Sales aid is appropriate to dialogue and strategy but not particularly useful in making the point	Sales aid is professional and an integral part of the sales presentation
Demonstrates LAARC	Ignores or misstates customer objections. Response to objections would not satisfy most customers	Uses LAARC but does not understand or address objections effectively (approach too Canned)	Uses LAARC to understand and address sales resistance effectively
Commitment/Closing	Technique is a poor match or easy for customer to ignore	Tries one or more appropriate techniques to gain commitment	Commitment technique correctly matches the situation. Uses 1 or more techniques to close the sale
Follow up Plan	Follow up plan is missing or vague	Follow up plan is specific	Follow up plan is thorough (including needed contacts and schedule) and offers opportunity to build on the relationship in the future.