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For this assignment you will write out the script you will use in your final assignment, the sales call. It is a conversation between a buyer and seller so don't write it like you might a written report; make it conversational. You and you partner will each take turns being the seller and the buyer in your final video. Each of you will be graded on your role as seller.

buyer comapny- Unilever, seller company- docusign

the script should be

buyer-

seller-

This ensures you will build content for each section of the call. Remember, there are two of you and you need dialogue for both the buyer and the seller in each section.

Introduce yourself and your company - See class lectures

Put the customer/prospect at ease. Make small talk to get the customer involved

Move the conversation to the business at hand

Start to ask the customer questions in order to establish the needs - Refer to class lectures and videos.

Confirm the needs - Use SPIN from textbook and lectures, and remember to respond to the customer as they state their needs

Summarize 3 customer needs - the means you need to create 3 needs

State the Bridge - Remember, it is a specific phrase. See class lectures

Present FAB - Include a Proof (FABP)

Trial Close

Objections - The prospect has two objections. One they will mention, one they wont, you have to dig for it.

Handle objections - Use 5 Step Model from Objections lecture

Close the sale

You will create a dialogue of 10 minutes. There are two measures to make sure you have built enough. Apply both factors to your finished product.

Approximately 1,400 words total

Approximately 4.5 pages,

Scenario: This is your first call on the prospect. You may assume you have spoken to them to book the meeting in the first place, but you don't have an ongoing relationship established.