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 ADVANCED GREEN TECHNOLOGIES company supplies products to local retailers. The company acts as a wholesaler for these small grocery stores located in small communities throughout Ontario. Jessica the general manager of ADVANCED GREEN TECHNOLOGIES company is preparing a presentation for the local retailers which focuses on Made in Canada Products. This Weeks Detailed Case Study Information The ADVANCED GREEN TECHNOLOGIES company recently adopted a strategy to increase the Made in Canada products, in its stores. The products are made in Canada, and are usually higher quality than imported products, but come at a higher price. After launching these products in the ADVANCED GREEN TECHNOLOGIES company stores, Jessica realized that a lot of the corporate clients do not understand the benefits of these products, and thus do not buy these products, preferring imported products over Canadian products. Jessica was a bit frustrated by this trend, but then she remembered the good old days when she was working as a salesman. She always knew that selling is an art, and in this case, she has to utilize this art to persuade the corporate clients to buy Made in Canada products. Jessica sat down, and listed all the features, and advantages of these products. Also, she made a list of the key clients and invited these clients to a dinner where she will be presenting his sale presentation. Made in Canada products key features.

• Made in Canada products are of higher quality than imported products.
• Made in Canada products are sold for a premium, and thus make clients feel they are buying an exclusive product.
• Made in Canada products enrich the local communities and keep jobs inside Canada.
• By buying Made in Canada products, you insure that best practices where followed during manufacturing, and the product was produced in-line with the strict Canadian laws, and standards.
• By selling Made in Canada products, the company could generate a higher margin, since usually the demand is inelastic for these products.

Afterwards, Jessica 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.