This project focuses on developing a sales manual for selling a specific product. The effective sales presentation is built with a strategic plan. Every step of the sale, from the approach to servicing the sale, is carefully planned in advance. A well-planned sales presentation is not memorized. It is a logically planned outline that carries the salesperson’s own thoughts from one step to the next. This project will be your outline for strategically planning a sales presentation. The following outline should be used in preparing your manual.
Our previous work has taken us through the preparation of each one of the steps required. Outline for Preparation of Manual Title Page A. Name of product to be sold. B. Name of company you are selling for. C. Course name and number. D. Your name and date. l. Developing a Relationship Strategy A. Describe the typical relationship between salesperson and customer in this field. B. Describe the appropriate salesperson’s attitude. C. Describe the appropriate salesperson’s appearance. D. Describe the methods used to strengthen a long-term relationship for repeats and referrals. E. Describe your communication style. II.
Developing a Personal Selling Philosophy A. Describe the marketing setting (e. g. , retail, wholesale, manufacturing, or service). B. Describe the role of personal selling in this setting. C. Describe the typical salesperson’s training to become a consultant/problem-solving type of salesperson. Ill. Developing a Product Strategy A. Description of company B. Description of product/created product solution C. Description of technical expertise needed by salesperson D. Develop feature benefits worksheet. (See Table 6. 2) E. Is this a new and emerging or mature and well-established product? F. Will you use a price or value-added product strategy?
IV. Developing a Customer Strategy A. Describe the typical buying motives of prospect. B. Describe the typical prospect as an individual (and as a company representative, if appropriate). C. How are prospects identified in most cases? V. Developing a Presentation Strategy A. Preparing for the sales presentation. 1. List presentation objectives. 2. Describe a typical sales cycle (how many calls). 3 Describe team versus one person, and group versus individual presentation strategies. 4. Describe ways to achieve a good social contact. 5. Describe methods to achieve good business contact (business contact worksheet??”
See Table 10. 1). B. Customer Need Discovery 1 . List questions that will determine the prospect’s needs (need discovery worksheet ??”see Table 11. 2). 2. Match typical customer buying motives with features and benefits of the product, company, and salesperson. 3. Create a summary of an appropriate need-satisfaction presentation strategy (informative, persuasive, or reminder). C. Conducting the sales demonstration 1. List features/benefits you will discuss and demonstrate. 2. List selling tools you will use (demonstration worksheet form??”Figure 12. 4). D. Negotiating sales resistance 1 . Anticipated sales resistance. How will you overcome sales resistance? (negotiations worksheet form??” Figure 13. 5 (done for IC7)). E. Closing the sale 1 . Consider closing clues to be alert to. 2. List closing methods you plan to use (closing worksheet form??”Figure 14. 3 (done for IC8)). F. Servicing the sale (Prepare a Servicing the Sale Worksheet??”Figure 15. 3) 1 . List additional items you will suggest to the customer. 2. How will you assist the customer with delivery and/or installation; with warranty and/or service contract; and in securing credit arrangements? 3. What type of post- sale courtesy contacts will you make?