Sales Presentation Report: All submitted work must be double-spaced, 12-point Times New Roman font, and one-inch margins and conform to APA standards. This is a research project in addition to using t

Sales Presentation Report:

All submitted work must be double-spaced, 12-point Times New Roman font, and one-inch margins and conform to APA standards. This is a research project in addition to using the materials learned in class. Use a variety of sources such as books, industry journals, professional magazines, and newspapers as you prepare your report and presentation. A minimum of five (5) references must be used.

The written report must not exceed seven (7) pages, excluding title page and appendix which may include presentation graphics and any support documents.

Required information: please reference the item number in your report.

Your business card (computer-generated facsimile is acceptable) (see [www.designyourowncard.com]www.designyourowncard.com)

Your sales objectives (must be SMART)

A customer profile

company name, address, and website

business type

buyer’s name, telephone number, and e-mail address

people who influence buying decision or aid in selling your product and benefits sought

buying hours and best time to see buyer

receptionist's name

buyer's personality type

Approaches used and why (list categories: introductory, customer benefit, complimentary, demonstration, etc.) (minimum of two)

Demonstrations (explain)

Competitive analysis (must include your CA over them)

Customer benefit plan

a. Need, FAB (list Need 1/F1/A1/B1, Need 1/F2/A2/B2, etc.) (should match buyer’s needs)

b. Suggested purchase order and justification

Marketing plan (assist buyer in reselling)

Business proposition (e.g., profit forecast, ROI)

Persuasion techniques (e.g., suggestive proposition, prestige) used and why (minimum of two)

Negotiation strategy (e.g., bargaining chips, walk away-price, what you want in return, discounts, break-even analysis)

Anticipated objections (e.g., direct, boomerang) and handling techniques used and why (minimum of two)

Closing techniques used (e.g., probability, alternative) and why (minimum of two)

Sales presentation (single spaced) containing buyer and seller dialogue (must include one SELL technique) which must be labeled in bold print (e.g., trial close, persuasion, objections, SPIN, close), otherwise minus seven points off your written report grade.

Videotaped Presentation:

The videotaped presentation is limited to 10 minutes and must include demonstrations, visual aids, and appropriate attire.

There will be two people in the video – a salesperson and a buyer

the salesperson (you)

the buyer can be another student in the class or anyone you recruit

you will need to memorize your presentation (buyer does not)

the presentation must include demonstrations, visual aids

you should wear appropriate attire, as if you are actually on a sales call

You should provide your “buyer” with a copy of the sales presentation dialogue (see #14 above)

Technical information:

The camera should be six feet from the salesperson

Ideally, the camera should be on a tripod to minimize movement

The focus should be on the salesperson’s face and upper body. The camera should be positioned so that the entire face is visible

The buyer should be off-camera

The video will be used to assess your presentation, diction, body language, and pace

If you use a visual during the presentation that will not be submitted as part of the report, please zoom in on it after the presentation is complete

Please review the video for audio and visual quality before submitting it to the Dropbox. Video files tend to be large, so upload times to the Dropbox will vary depending on your Internet connection speed. Before you submit your video, convert it to either a .wmv or .mov file as these file types will be most readily viewable by your instructor. There are many free video conversion software packages available on the Internet. Just search for, select, and download the one you want to use and follow the instructions for converting videos. You may want to compress your video as well. Like conversion software, there are many free compression software packages available on the Internet.

Much of your report can be fictionalized as many salespeople rehearse and "practice their presentations. If you have any questions or would like some suggestions, please call me at 727-365-2129 and if I don't answer, leave a voicemail and I will call you back.