Reference no: EM132825361

MAR317 Major Group Project

Sales Presentation Guidelines

Using the following link, select a one of the suppliers and chose a product that is supplied by this supplier.

Assume you are a salesperson responsible to sell this product to ActionTruck who is a distributor, by reading your text, visiting the library, interne search, and by your own ability, develop and deliver a presentation that SELLS.

You must create and turn in for grading an original typed, double-spaced paper. The paper should contain:

1- A Cover Page, including: Title, Course ID, Group Member's Names, Professor's Name, Date
2- Customer Analyses: description of the customer--the individual-- you are dealing with. (On page of its own with title at top of page).
3- Your sales objectives. (On page of its own with title).
4 On a page of its own with a title of "customer profile and planning sheet" (see Chapter 7 for example) containing:
1. Name of company.
2. Address of company.
3. Type of business.
4. Name of buyer.
5. People who influence buying decision or aid in using or seeing your product.
6. Buying hours and best time to see buyer.
8. Buyer's personality type -- See Chapter 3.
9. Buyer's important buying needs.
5- Competitive analysis. (On page of its own with title).
6- Customer benefit plan (FABs). (On page of its own with title).
7- Marketing plan. (On page of its own with title).
8- Business proposition, including "profit forecaster." (On page of its own with title).
9- Suggested order. (On page of its own with title).
10- Sales presentation containing buyer and seller dialogue. Hint for buyer and seller dialogue: you can ask one of your group members to play the role of a buyer.
Note:
The "key" is to incorporate the selling techniques we discuss in class into your presentation. For example, creative demonstrations are a "must"; techniques to overcome objections are essential; the use of questions are extremely important.
One my important thing is tic together the buyer's needs uncovered in the preapproach, approach, and SELL Sequences to form your presentation, handling of objections, and closes. It is important how you relate your approach, presentation, and close to each other
Major sections of your script dialogue must have these headings: Approach
Product using SELL Sequences
Marketing Plan using SELL Sequences Business Proposition using SELL Sequences Close
If Does Not Buy?

11 A Peer Evaluation Form by each group member, evaluating other members participation and contribution to the project. Each member would receive mark based on their contribution.

Attachment:- Project.rar