SALES Assignment

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Module 9: The Pitch Quick Navigation

Module 1 (https://canvas.uw.edu/courses/1548485/pages/module-1-the-marketing-process) - 2 (https://canvas.uw.edu/courses/1548485/pages/module-2-understanding-the-marketing-environment) - 3 (https://canvas.uw.edu/courses/1548485/pages/module-3-consumer-decision-making-and-target- market-selection) - 4 (https://canvas.uw.edu/courses/1548485/pages/module-4-product-decisions) - 5 (https://canvas.uw.edu/courses/1548485/pages/module-5-pricing-strategies-and-promotion-decisions) - 6 (https://canvas.uw.edu/courses/1548485/pages/module-6-promotion-strategies-and-marketing- careers) - 7 (https://canvas.uw.edu/courses/1548485/pages/module-7-sales-basics) - 8 (https://canvas.uw.edu/courses/1548485/pages/module-8-create-a-position-of-strength) - 9 (https://canvas.uw.edu/courses/1548485/pages/module-9-the-pitch) - 10 (https://canvas.uw.edu/courses/1548485/pages/module-10-marketing-capstone-trade-show)

Module 9 Overview Interestingly, the pitch isn't really the most important part of selling effectively--but it is what most people tend to focus on. Modules 7-8 helped to frame the importance of understanding how decisions are made and how important it is to be curious and ask a lot of questions before telling everybody what to do! If you've done a good job of those first two areas, the pitch is much easier. This module is about recommending ideas that bring value to others and doing it in a way that fully engages your audience.

Big Ideas / Essential Questions What is the relationship between discovery conversations and the pitch? What is the best way to organize your content for a pitch? What increases the probability of pitch success? What happens if the stakeholders hesitate? What makes one person's pitch more compelling than another person's pitch?

Learning Objectives After completing this session, students will better understand how to:

1. Conduct a discovery conversation. 2. Structure a pitch to sell their ideas. 3. Take a step back and handle more challenging situations when pitching. 4. Look at any personal selling situation holistically and make decisions that increase the

likelihood of their success.

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Instructional Guide Before Optional LIVE Session on Wednesday 5/18

Submissions:

1. Submit: (https://canvas.uw.edu/courses/1548485/assignments/7118184) All in Activity #4: Chally Assessment (https://canvas.uw.edu/courses/1548485/assignments/7118147)

Complete the following activities by 5/17 11:59pm

1. Read: HBR Guide to Building Your Business Case (Chapters 12-16)

Section 5: Present Your Case and Move Forward

12. Prepare Your Document

Summarize your story and support it with data.

13. Shop Your Case Around

Drum up support before decision time.

14. Are You Ready to Present?

Use this brief checklist to make sure you've covered all of the bases.

15. Make Your Pitch

Appeal directly to decision makers.

16. Get to a Decision

"Yes" is meaningless unless stakeholders commit resources.

The HBR Guide to Building Your Business Case will be our "textbook". It's an easy read, super practical, and written by a project management expert, Raymond Sheen. This guide will teach you how to gain support for your ideas. You will be able to use this content immediately in your own personal selling situations.

2. Review: SALES Role-Play Guidelines (https://canvas.uw.edu/courses/1548485/pages/sales-role-play-guidelines)

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3. Continue reviewing: The Pitch Canvas.docx (https://canvas.uw.edu/courses/1548485/files/87844476?wrap=1)

(https://canvas.uw.edu/courses/1548485/files/87844476?wrap=1)

4. Review: SALES Small Group Discussion #3: Trade show? (https://canvas.uw.edu/courses/1548485/discussion_topics/7028973)

(https://canvas.uw.edu/courses/1548485/discussion_topics/7028973)

Optional LIVE Session--Wednesday 5/18 Students have the option to attend this session virtually or to watch the recording before the next LIVE Session.

3:30 – 4:50 pm PT

Debrief key learning from TEAM Assignment Two: The Discovery Conversation Review and discuss Role-Play TEAM Assignment Two Review and discuss the HBR reading (Chapters 12-16)

Prepare your document Shop your case around Are you ready to present? Make your pitch Get to a decision

Continue discussing The Pitch Canvas Final SALES Quiz strategy session Introduce SALES Small Group Discussion #3: Trade Show?

LIVE Session on Monday 5/23 Submissions: 1. Submit:  TEAM Assignment Two--The Discovery Conversation (https://canvas.uw.edu/courses/1548485/assignments/7118184)

2. Submit: SALES Small Group Discussion #3: Trade show? (https://canvas.uw.edu/courses/1548485/discussion_topics/7028973)

3. Submit: Final SALES Quiz (https://canvas.uw.edu/courses/1548485/assignments/7118165)

Complete the following activities by 5/22 11:59pm

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1. Watch: TED Talk: The Counterintuitive Way to be More Persuasive (https://www.ted.com/talks/niro_sivanathan_the_counterintuitive_way_to_be_more_persu asive?language=en) 11minutes

2. Watch: Quiet Confidence (https://uw.hosted.panopto.com/Panopto/Pages/Viewer.aspx?id=af7f7b6c-2746-4b8c- b6ac-adde011228a6)

Quiet Confidence, Karen Bailey, Standpoint Co. 3 minutes

3. Read: HBR Guide to Building Your Business Case (Chapter 17)

Section 5: Present Your Case and Move Forward

17. What next?

Get started, even if it means heading back to the drawing board.

Appendix A: Avoid Common Mistakes (optional reading)

Appendix B: How to Give a Killer Presentation (Chris Anderson, TED Curator, optional reading)

The HBR Guide to Building Your Business Case will be our "textbook". It's an easy read, super practical, and written by a project management expert, Raymond Sheen. This guide will teach you how to gain support for your ideas. You will be able to use this content immediately in your own personal selling situations.

4. Be prepared to role-play. Refer to SALES Role-Play Guidelines (https://canvas.uw.edu/courses/1548485/pages/sales-role-play-guidelines)

LIVE Session--Monday 5/23 3:30 – 4:50 pm PT

Agenda  Role-play TEAM Assignment Two: The Discovery Conversation in small breakouts Debrief role-play key takeaways in large group Review and discuss the HBR reading Chapter 17 + Appendix A,B (overview) Discuss SALES Small Group Discussion #3: Tradeshow? Final SALES Quiz check-in Last day Kahoot!

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After LIVE Session

Submissions:

Submit: Final SALES Quiz (https://canvas.uw.edu/courses/1548485/assignments/7118165)