will write a report and include a sales call role play. The role play must be based on the 10-step sales process learned in class:

Prospect

Pre-Approach

The Approach

Presentation FABs

Trial Close

Determine Objections

Meet Objections

Trial Close

Closing

Follow-up

Total / Correct spelling and grammar in written report /10 References, Citations, Bibliography /10 Report Format (APA or MLA Format) /10

Components of the Report /5

Cover Page

i. Name of Company Chosen ii. Course Code & Section iii. Student Names iv. Centered & Space, Font Times Roman 12, 1.5 spacing

The Business/Product you are going to sell /10

Name and address of the company

Identify the Product you will be selling include details

Sales Call & Customer Outline

What do you specifically goal (S.M.A.R.T.) you want to achieve with your sales call? /5

Customer must be B2B only /10

i. Who is the customer? Describe them in detail. ii. Outline the buyers buying needs

Features/Advantages/Benefits Chart (FABs - at least 3) /10

i. Chart format ii. Buying needs matched with product offered

The Sales Call Script /30

The sales call script must include all 10 steps in the sales call process (see the 10 steps above. Write the full script from point 1-10 (like a play).

The Business/Product you are going to sell /10

Name and address of the company

Identify the Product you will be selling include details

Sales Call & Customer Outline

What do you specifically goal (S.M.A.R.T.) you want to achieve with your sales call? /5

Customer must be B2B only /10

i. Who is the customer? Describe them in detail.

ii. Outline the buyers buying needs

Features/Advantages/Benefits Chart (FABs - at least 3) /10

i. Chart format

ii. Buying needs matched with product offered

The Sales Call Script /30

The sales call script must include all 10 steps in the sales call process (see the 10 steps above. Write the full script from point 1-10 (like a play).