For Miss Professor pt.2

Advanced Sales “FINAL” Report & Presentation

There are two parts to the Advanced Sales “Final Report & Presentation”

Part 1 – is a written proposal

Part 2 – is a video recorded presentation to your Company’s Executive Committee

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Part 1.

Written Report to your Executive Committee.

Due On – Tuesday November 10 / 2020

This is your written “case” / recommendation for management to:

· Act on your recommendation to pursue / be appointed as a senior sales representative to grow revenue with your selected targeted industry / company

· Appoint you to the position

Report is to be minimum of 5 and maximum of 7 typed pages. (12 pt. font / 1 inch margins)

· Information presented must be factual, clear, supported and compelling .

· Use the Executive Summary format provided as a guide

Prepare a written (word document) “Target Account - Executive Summary & Recommendation” based on:

· Your “state of the industry” research previously prepared (work you have prepared – PESTLE, PRISSM, FIVE FORCES, SWOT and FOUR BUSINESS DEVELOPMENT STRATEGIES

· Your individual research, previous class reports / presentations and readings

· Class discussion and handouts

· Your “Four Business Development Strategies” and initiatives

· 1 SMART Goal for each of the Four Business Development Strategies.

Report should be written:

· from you as the person who wants to pursue this targeted company

· to your employer’s executive committee (Am Exp. / Fed Exp., J&J, Google, JPMC, etc.).

· Purpose of this report is to:

· Explain in detail – justify --- why your selected Target industry company

· Justify why you should be appointed the senior sales representative for this account based on

· Your Knowledge of the Industry & Target Company, etc. .

· Demonstrate your knowledge of your target company and their industry!

Guidelines / Criteria for written report (and PPT Presentations)

1. Compelling Arguments supporting your recommendation for your selected industry and company

2. Use of Class Notes, Graphics, Industry facts, figures, trends, etc.

3. Relevant facts, figures, trends, graphics etc. in support of your recommendation

4. Presentation is to your company’s Senior Executive / Operating Committee (e. g. Fed Exp. / Am Exp., Enterprise…) making the case for: 1. “Why your target company should be focused on for revenue for your employer ”.

2. “Why you should be designated as the Senior Sales Representative”

5. Use class handouts previously provided as well as your previously prepared presentations.

6. Base recommendation on facts, trends, statistics, and opportunity for revenue growth in each of The 4 Business Development Strategies. (focus on relevant impactful information – not just data dump).

7. Incorporate graphics, charts, illustrations…

8. Make your most convincing argument! This is YOUR account- potentially!

10. Goal is to convince the audience (of your company’s Executives) that:

-- Your target company should be focused on for revenue AND

-- You should be the senior sales person to lead the revenue goals – based on your knowledge of the company and industry!

-- How you will specifically generate incremental revenue for your company from the Target Company – using the Four Business Strategies and SMART Goals

Prepare your report / recommendation and presentation as if you really want this opportunity!

· Follow guidelines provided for an Executive Summary / Report

Part 2. Video recorded presentation to your Company’s Executive Committee

· Due on and presentations on– Tuesday November 17

· Presentations will be recorded

· Presentations will be scheduled from 3:00PM to 7:30PM and scheduled individually in advance.

· All presentations must be completed On - Tuesday November 17

a. 30 PPT slide max. (see recommended sequence and number of slides)

b. 12 minute max. limit. (Hard stop – recording stops at 12 minutes –

c. practice your timing!

· Quality of content, text, graphics, readability and factual support will be evaluated.

· Use / follow good Power Point guidelines previously provided and reviewed in class.

· Presentations must include specific metrics (value propositions), projections and expected results – based on reasonable assumptions and projections.

· Make your best case in time allowed!

· Use the provided template as a starting point, but be creative / convincing.

· Be on time and prepared to present as scheduled.

· All Individual Executive Committee Presentations will be video recorded

· All presentations must be completed:

On - Tuesday November 17

· Plan your schedule.