Selling a Product

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MKT/MGT 3331-01-Sales Management Fall 2020

PROJECT GUIDELINES

1. This is a team assignment—no exceptions. So, please contribute in a professional

manner (as discussed in session 1). Peer evaluation forms will be submitted towards the

end of the semester.

2. The objective of this project is for your group to successfully sell a product to me. You

should follow the principles you learn in this course, especially the selling process. The

selling session will be done 11/19/20 on BlackBoard Collaborate and will be recorded.

3. Choose a product (a product is a combination of goods and services). You can also

choose a pure good or service, but that might make your job more difficult.

4. Study the selling process (i.e., prospecting, sales call planning, communicating the sales

message, etc.) very well. The role plays are going to help you a lot in mastering the

various components of the selling process.

5. It is a good idea to prepare a script in advance about all the components of the selling

process, and how I might give you a hard time as a customer. To be fair to all the groups,

I will be a direct customer.

The above guidelines serve as the grading rubric for the term project.