capston 2

Organizing Buyer’s Needs

Description:

Congratulations! You were offered a job with the company you chose in Capstone Project Part 1.

For this Capstone project part, you will need to research the products and services your company offers. A knowledgeable salesperson is a successful salesperson. Review Chapter 3, pages 55-58 in your textbook about how to assess buyers’ needs. Pay special attention to Figure 3.2 (page 57).

1) Pick a product that your company offers.

2) Create a worksheet or chart that organizes the buyer’s needs with benefit-based solutions.

Based on this product, write about the buyer’s:

a. Situational Needs

b. Functional Needs

c. Social Needs

d. Psychological Needs

e. Knowledge Needs

Submit your work to Capstone Project Part 2 in Moodle.

FOR INSTRUCTOR USE ONLY

Grading Rubric – Capstone Projects

Grading accepts a start value of 100. Points will be deducted for failure to fully complete or meet the stated requirements. Grading: 90-100 = Represents work of superior quality (A); 80-89 = Represents work of good to very good quality (B); 70-79 = Represents adequate command of class content (C); 69 and below = Represents work that shows a need for development or improvement (F); 0 = Represents plagiarized work (F).

SM110: Communication for Sales

Student:

Instructor:

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Capstone Project Part 2

YOUR SCORE: ________

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