The objective of this assignment is to gain experience applying the interactive selling process by planning for and preparing a formal sales presentation to meet the needs of a customer. This assignment will help you to apply and integrate all of the Terminal Course Objectives for Marketing 420 Salesmanship.GuidelinesYour completed assignment will be a formal sales presentation that will be written up in a paper of approximately 10 to 12 pages in length (this would be roughly 1 page per area included in the report), 10 point font, double-spaced. You will select the topic, which will include deciding on the product or service that you are selling and describing your customer scenario. The submitted assignment should include a cover page, table of contents, introduction, body, summary or conclusion and works cited.Even though this is not a scientific-type writing assignment, and is mostly creative in nature, references are still very important. If you access other sources, such as websites or publications to prepare the assignment, then these should be listed on the last page titled “Works Cited”. At the very minimum, the text and online course resources should be cited.All DeVry University policies are in effect including the plagiarism policy.Final presentations are due during Week 7 of this course.Any questions about this assignment may be discussed in the weekly Q&A Discussion topic.This paper is worth 200 total points and will be graded on quality of topic, quality of content, grammar and sentence structure, use of citations.Grading RubricCategoryPoints%DescriptionDocumentation & Formatting2010%The assignment should include a title page, table of contents, objectives, presentation including script or cohesive notes, references. Correct grammar, spelling and punctuation are important.Organization & Cohesiveness2010%The format, flow of ideas and presentation should follow the Interactive Sales Process (which can be reviewed in the Week 1 lecture, Interview With The Super Sales Rep: The Interactive Selling Process) by including prospecting, pre-approach, approach, presentation, closing, anticipating and handling objections, and planned follow up.Editing10050%How effectively the content of the assignment addresses each of the steps in the interactive selling process and presents a clear and effective solution for the customer.Script Content6030%An accompanying script that clearly articulates points to be made in the presentation. While the presentation itself may contain bullets and be succinct as a useful presentation/sales aid, the script should be written in clear and complete sentences that address the points to be made in the presentation.Total200100%A quality paper will meet or exceed all of the above requirements..Best PracticesxxThe following are the best practices in preparing this assignment.Cover Page – Include the customer name for which you have prepared the presentation, your name and company /product name, and date.Table of Contents- List the sections of your assignment and the pages on which they are located.Format – Use a header on your paper. This will indicate you are introducing your paper.Body of Your Report – Use a header titled with the name of your project. Example: âSales Presentation to Hotel Xâ. Each assignment should include the following sections:Prospecting â description of the customer (an organization, not an individual) and your company product or service. Some examples might be:Customer is a construction firm and you sell heavy equipmentCustomer is national chartered accountants firm and you sell office supplies or photocopiersCustomer is restaurant and you sell restaurant kitchen equipmentCustomer is small retail grocery chain and you sell a line of frozen prepared organic entreesPre-Approach â include why you believe that your customer is a qualified prospect, some background information on the customer that you will use to build rapport and understand their needs, company information and data about their products and services. Your customer can be real or fictional.Approach â discuss how you will get your prospectâs attention in the call and establish rapportâ plan some ice breaker comments and anticipate âthe problem,â i.e. customer needs. What is your presentation call objective? How will you verify whether the anticipated âproblemâ is correct?Presentation â include 4 or 5 key points about your product/service that will address the customerâs needs, and effectively describe their features, advantages and benefits as directly related to customersâ needs. You may choose to use some of the following methods to present your solution: Demonstrations, customer testimonials, displays, samples and prospect participation. For this section of your assignment, you will include the actual presentation sales aids that you will use accompanied by a script.Handling Objections â anticipate objections that may come up and describe how you will handle them. Some objections may relate to competition, price, product function, terms of the sale, etc.Closing â plan to ask for the order- include a plan that describes how you will ask and what you will ask for.Follow Up â include a plan of follow up after the call.Conclusion – Summarizing is similar to paraphrasing bur presents the gist of the material in fewer words than the original. An effective summary identifies the main ideas and major support points from the body of your assignment. Minor details are left out. Summarize the benefits of the ideas presented and how the presentation was effective.Work Cited – Use the citation format as specified in the Syllabus.
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