Pre-Recorded Sales Presentation Assignment

Pre-Recorded Sales Presentation Assignment

Please refer to the accompanying rubric for detailed requirements and scoring information.

For this assignment you will record yourself delivering a sales presentation using the case study information below. You will need to follow the sales process:

1. Build Rapport

2. Complete Needs Assessment - Restate the company needs as well as the needs of your audience.

3. Present Your Product/Service – what is the message you want to convey? Incorporate your sales materials into your presentation delivery, be sure to give a trial close.

4. State the objection before taking steps to Handle the Objection. Please Handle 3 Objections.

5. Give a Final Close.

You will be graded on:

· Your professional appearance

· Communication Skills

· Showing Strength & Body Language

· Clarity and Organization of your Message

· Call to Action and Ability to Create a Sense of Urgency

· Appropriate Length of the Presentation

· Quality of your Sales Materials/Visual Aids

(Please refer to the project rubric for specific details)

If you are not familiar with humidifiers and dehumidifiers, be sure to conduct research before starting the assignment.

HUMIDIFIER SLUMP

You are Pat Roberts, Senior Vice President of Sales, Sunbeam, and have just reviewed your past sales of the COOL MIST ULTRASONIC HUMIDIFIER which is exclusively packaged for Walgreen’s. The product is packaged under a similar name for CVS. While sales over the prior year are up 3%, it is unlikely that you are going to make your projected sales increase of 8% on this product at Walgreen’s.

After careful analysis, it is obvious that you discovered the reason. After visiting several Walgreen’s stores, you discovered that the humidifier is not included in the display of humidifiers and you observed that the stock for this product is stacked on the top shelf making it difficult for the customer to even purchase the product. Yet, not one of your Regional Sales Managers has ever brought this fact to your attention. You have issued a memo to your Regional Sales Managers sharing your findings and have asked them to speak with all of their team members to ascertain why this has never been brought up before. After all, as sales managers, they all should be shopping their customers and demonstrating the product to the sales force. You discover that CVS’s projected sales will be 2% higher than planned and visit three CVS stores where you discover that the item is readily available and the sales force is aware of the product. Because of their volume, Walgreen’s and CVS stores are serviced by different salespeople in each district.

It is obvious that the sales team for Walgreen’s needs some retraining of the product. In turn, they must train the sales force at the store in hopes of increasing sales.

You also might develop an incentive program within the regions and suggest that the regional VPs implement a similar program within their territories.

You are to create a presentation to your Regional Sales Managers concerning this matter and include how you intend to turn this situation around.

As part of the presentation, please anticipate the Regional Sales Managers’ objections and provide concrete solutions for these objections.

These solutions should not be accepted solely on your Senior VP status, but accepted by the Regional Sales Managers based the benefits to them, their retailers and most importantly your customers.

NOTE: This will be presented orally. Student may change the Parent Company, product(s )and retailers if approved by your Professor.

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