WIL PROJECT CASE STUDY ORIENTATION

Week 8

Applicable VLOs for This Weeks Case Study

8. Prepare and deliver a sales presentation.

9. Utilize effective oral and written communications in all aspects of work completed.

Brief Introduction to This Weeks Case Study

The TENDER TOUCH company supplies products to local retailers. Retailers usually buy the cheapest products from the TENDER TOUCH company, regardless of quality. Linda the general manager of THE TENDER TOUCH corporation, is willing to change this trend by presenting ESG products to retailers.

This Weeks Detailed Case Study Information

Environmentally Friendly, Socially Responsible and Strong Corporate Governance, are the key characteristics of ESG products. The recent trend in the global economy, is capitalizing on the importance of producing products which are Environmentally Friendly, Socially Responsible and Strong Corporate Governance. The importance of ESG lies in its sustainability, and good business practices. Maintaining these high standards requires higher expenditure levels, which push the costs of ESG products higher. A lot of small businesses shy away from stocking these products because they are afraid of not selling these products, thus prolonging their inventory turnover. Linda is aware of this and she decided to do something about it.

Linda realizes the importance of making money, but she also realizes the importance of making money in a sustainable way. A lot of small businesses are running by individuals lacking business education. Small business owners do not realize the importance of ESG products, they just think about bottom lines. Linda decided to visit these business owners and sell them the products directly. In order to do that she needs a structured sales presentation. So, she sat down, and listed all the features/benefits of the ESG products.

ESG products key features.

ESG products are of higher quality than ordinary products.

ESG products implement strategies to conserve the environment, bio-diversity, and local natural resources.

When clients buy ESG products they can rest assured, that the manufacturing company is adhering to the strictest manufacturing standards.

ESG products, enrich communities around the globe without taking advantage of workers, or poor countries.

The products come at a premium price, but a recent trend in Canada proved the sustainability of demand for these products.

By selling ESG products the store could gain positive publicity, and thus free advertising.

Afterwards, Linda put together the key points for a sales presentation. Which are highlighted below:

Approach planning

Calling and setting up an appointment.

Meeting the buyer at their place.

Breaking the ice.

Collecting data about the client during the presentation.

Persuasion

Unfulfilled needs.

Benefits.

Low cost.

Handling objections

Listening to the client.

Putting yourself in their shoes.

Handling the objections in the clients best interest.

Closure

Apply an effective closing technique.

Cementing

Summarize the key advantages of the product.

Leave your contacts.

Call the client after a period of time to ensure they are happy with the service.

Deliverables, Format and Marking Scheme for This Weeks Case Study

Your task is:

2% prepare the presentation.

2% utilize effective oral skills to role play and deliver the presentation.

1% utilize effective writing skills to prepare the written portion of the presentation.

Note: if required you can use external resources and assumptions to solve this case. Clearly state your assumptions in your submissions. You should prepare a two-page word document, and a three-page PowerPoint presentation.

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WIL PROJECT CASE STUDY ORIENTATION

Week 8

Applicable VLOs for This Weeks Case Study

8. Prepare and deliver a sales presentation.

9. Utilize effective oral and written communications in all aspects of work completed.

Brief Introduction to This Weeks Case Study

The TENDER TOUCH company supplies products to local retailers. Retailers usually buy the cheapest products from the TENDER TOUCH company, regardless of quality. Linda the general manager of THE TENDER TOUCH corporation, is willing to change this trend by presenting ESG products to retailers.

This Weeks Detailed Case Study Information

Environmentally Friendly, Socially Responsible and Strong Corporate Governance, are the key characteristics of ESG products. The recent trend in the global economy, is capitalizing on the importance of producing products which are Environmentally Friendly, Socially Responsible and Strong Corporate Governance. The importance of ESG lies in its sustainability, and good business practices. Maintaining these high standards requires higher expenditure levels, which push the costs of ESG products higher. A lot of small businesses shy away from stocking these products because they are afraid of not selling these products, thus prolonging their inventory turnover. Linda is aware of this and she decided to do something about it.

Linda realizes the importance of making money, but she also realizes the importance of making money in a sustainable way. A lot of small businesses are running by individuals lacking business education. Small business owners do not realize the importance of ESG products, they just think about bottom lines. Linda decided to visit these business owners and sell them the products directly. In order to do that she needs a structured sales presentation. So, she sat down, and listed all the features/benefits of the ESG products.

ESG products key features.

ESG products are of higher quality than ordinary products.

ESG products implement strategies to conserve the environment, bio-diversity, and local natural resources.

When clients buy ESG products they can rest assured, that the manufacturing company is adhering to the strictest manufacturing standards.

ESG products, enrich communities around the globe without taking advantage of workers, or poor countries.

The products come at a premium price, but a recent trend in Canada proved the sustainability of demand for these products.

By selling ESG products the store could gain positive publicity, and thus free advertising.

Afterwards, Linda put together the key points for a sales presentation. Which are highlighted below:

Approach planning

Calling and setting up an appointment.

Meeting the buyer at their place.

Breaking the ice.

Collecting data about the client during the presentation.

Persuasion

Unfulfilled needs.

Benefits.

Low cost.

Handling objections

Listening to the client.

Putting yourself in their shoes.

Handling the objections in the clients best interest.

Closure

Apply an effective closing technique.

Cementing

Summarize the key advantages of the product.

Leave your contacts.

Call the client after a period of time to ensure they are happy with the service.

Deliverables, Format and Marking Scheme for This Weeks Case Study

Your task is:

2% prepare the presentation.

2% utilize effective oral skills to role play and deliver the presentation.

1% utilize effective writing skills to prepare the written portion of the presentation.

Note: if required you can use external resources and assumptions to solve this case. Clearly state your assumptions in your submissions. You should prepare a two-page word document, and a three-page PowerPoint presentation.

white_check_mark

eyes

raised_hand