Marketing Assignment inquiry

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MRK430 - Professional Selling - Sales Strategy Report (SSR) – Report 2 of 2

Presentation and Submission of the SSR reports

NOTE: There will be NO extensions on this portion of the report

· All late reports will receive a mark of zero.

· Use the same two-pocket folder that was used for Sales Report 1. Please ensure that your name and section are on the front cover.

· Include a copy of your “SSR Report #1. If this are missing you will receive a 10% deduction off your final mark.

· Ensure that everything is supported with facts when ever possible. Don’t invent the information unless it is impossible to find specific facts and the professor has given approval.

· Sales Strategy Report #1 & #2 Assignments are word documents. Please use them as the template to prepare your reports.

· Cheating and Plagiarism: Each student should be aware of the College’s policy regarding this subject. Please take the time to read Seneca’s Academic Policy, Section 8.8. Use this information for reference when submitting any written or oral components for evaluation.

Note: * Make sure you use MLA to cite your work

Your “Sales Plan” is divided into Two (2) individual “Reports” that are worth 25% of your final grade. The objective of your “Sales Plan” is to describe how you will execute the six (6) steps of the “Trust-Based Relationship” Selling Model. Your SSR’s will help you prepare for your individual “Sales Video Presentation” (25% of your final grade).

Sales Strategy REPORT # 2 Assignment (15% of final grade)

Due Date: Week 9

THE SALES CALL

Step #1 The Approach

Describe:

1) Your introduction to the buyer

2) General conversation

3) Reason / Benefit of taking time for this meeting

4) Transition to business discussion

Step 2 – Needs Assessment

In Professional Sales your focus is on “ Helping the buyer to make a SMART purchasing decision”. To do this it is critical to have an understanding of your prospect’s needs. While much of this is learned and confirmed in the needs analysis step of the sales call it is critical for the well prepared sales person to research potential needs ahead of the call.

Potential Problems and/or Opportunities = NEEDS of Prospect Company

Problem/Opportunity	Benefit Solution
1)
2)

Using SPIN present a list of the questions you will be asking the buyer to both uncover needs and confirm needs you are aware of. Use SPIN to make these needs important enough to take action.

List two SITUATION Questions:

1)

2)

List three PROBLEM Questions

1)

2)

3)

List Three IMPLICATION Questions:

1)

2)

3)

List three NEED-PAYOFF Questions:

1)

2)

3)

Step 3 – Presenting Solutions

You have completed the needs assessment now it is time to make the sale. What is your product/service recommendation and how will it meet the explicit needs expressed by your buyer? Describe and explain.

_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

The Sales Demonstration-Prove Benefits using Sales Tools

The sales demonstration should transition from the needs assessment stage and provide an opportunity to present and prove the effectiveness of the solution

Benefit Statement #1	Sales tool that will prove Benefit #1

Benefit Statement #2	Sales tool that will prove Benefit #2

Step 4 – Addressing Concerns – Overcoming Objections

1. Negotiation Worksheet

Complete the table below for (3) Customer Concerns. The first must be a price objection

Customer objection	Type of objection	Dialogue
1.	PRICE
2.
3.

STEP 5 – Closing the Sale

1. Closing Worksheet

Complete the table below for three (3) Closing Methods.

Closing Clue (Prospect)	Closing Technique/Method	Closing Statement Ask for order
1.
2.
3.

GET READY FOR YOUR VIDEO

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Winter 2021