presentation draft

Fundamentals of Sales

Sales Presentation #1

You and your team will create a 5 to 10 minute presentation using the challenger sale choreography. Background You are a member of a company that sells a pop up quick services/kiosks such as manicures, pedicures, and back/shoulder massages within existing retail formats, such as department stores, mall kiosks, and large retailers such as Wal-Mart and Meijer’s. You are interested in speaking to Target’s New Business Innovation team to discuss how your pop up quick services format can help them:

• Increase their cash register ring

• Improve profitability per square foot in a very efficient footprint

• Extend their line of services offered, increasing 1-stop shop appeal to busy consumers

• Increase brand affinity with current customers and develop brand affinity with new customers

One of your team members had a brief discussion with members of the New Business Innovation team at a conference a few months ago, where you learned:

• Target, like many other retail stores, is always interested in increasing their foot traffic and cash register ring, especially during off-peak business hours, such as lunchtime and weekday afternoons.

• Target has strong brand affinity within the Generation Z and millennial segment, as indicated by 3rd party surveys, and they are concerned about offering products and services to appeal to this budget-conscious and experience-loving generation.

• Target also wishes to remain relevant with their “family” segment, keeping in mind the

needs and shopping habits of moms, who fall into the millennial and Generation X age groups.

• Target is intrigued by the concept of increasing sales through improving the customer

experiencing in order to increase traffic, increase sales, and built brand loyalty.

Target’s New Business Innovation team has their most recent customer traffic reports fresh in their minds. These reports indicate that for Target stores located within 5 miles of corporate business complexes, there is a small, but noticeable, spike in visits from female customers between the ages of 25-45 during the lunch hours between 11-1PM on weekdays. These

Assignment: Sales Presentation #1

Fundamentals of Sales 2

customers typically spend less than an hour in the store and less than $20 at checkout. The New Business Innovation team is also aware that the Millennial customer segment (those currently aged 24 – 39 accounts for 25% of the U.S. population) is growing rapidly and represent nearly 50% of the workplace. Once Target is on board, they like to make their decisions quickly so they can execute and pilot in key stores, and roll out nationally. Fortunately, your company offers extensive marketing and sales support to set up and manage your store for a small portion of the total profits; meaning that outside of Target’s floor space, they reap much of the benefit without actually having to dedicate or train employees to work in this space. To make it more convenient for your customers to experience all the benefits of your service, all aspects of your pop up kiosks strictly follow OSHA’s stringent health and safety guidelines. Sales Presentation Goals

• Use The Warmer to demonstrate your understanding of your potential customer’s goals/needs and what the opportunities might be in their retail stores.

• Use the Reframe to help the customer see a different view of the opportunity.

• Ensure you use data via the Rational Drowning and Emotional Impact to get them to really see the difference of your Reframe.

• Provide The New Way and Your Solution in order to secure another in depth meeting

where you will present your full proposal.

• Avoid discussing pricing; if the question comes up, you can consider providing examples of positive ROI or increased register ring current customers are experiencing.

**Please include the name of the corresponding Challenger Sale process step on each of your slides. You are only doing this for the class and would not include this in a real sales scenario.** Deliverables One video file or link submitted to the D2L submissions folder. Do not submit a PowerPoint file with audio embedded. Due date Thursday, May 21 11:59pm