Create a 14–31-slide PowerPoint presentation that summarizes your sales strategy and approach to inform your superior of your sales strategy for a product or service.

Overview

Create a 14–31-slide PowerPoint presentation that summarizes your sales strategy and approach to inform your superior of your sales strategy for a product or service.

An effective salesperson is able to plan and deliver effective presentations.

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By successfully completing this assessment, you will demonstrate your proficiency in the following course competencies and assessment criteria:

  • Competency 1: Create a personal customer relationship philosophy and process.
    • Discuss the prospecting component of the sales strategy.
    • Describe the after-sale service component of the sales strategy.
  • Competency 2: Create a customer relationship strategy and consultative selling strategy that includes the following: relationship, product, customer, and presentation.
    • Explain the orienting component of the sales strategy.
    • List the sales presentation components of the sales strategy.
  • Competency 3: Develop a customer product strategy by determining customer buying, learning, and communication behaviors.
    • Describe the sales resistance component of the sales strategy.
    • Summarize the closing-the-sale component of the sales strategy.
    • Communicate in a manner that is professional and consistent with expectations for members of the business professions.

Planning an effective sales presentation is a vital skill for any sales professional. It is the final strategic step in the consultative selling process. A well-planned and well-executed presentation strategy is an absolute necessity for success in personal selling. It is during the presentation that salespeople have the greatest opportunity to influence their prospects. The effective presentation strategy combines elements of the relationship, product, and customer strategies.

Read the Assessment 4 Context document for more information about the presentation and closing methods.

SSESSMENT 4 CONTEXT

The Presentation

The main goal of a sales presentation is to sell the product to the customer, but the sales presentation is also a vehicle for communicating information about the features, advantages, and benefits of the product. This information allows the customer to develop positive personal beliefs toward the product. In personal selling, the prospect is moving from a known quantity (the money in hand or an obligation for future payment) to something of an unknown quantity (amount of satisfaction to be gained from the potential purchase). In the presentation, therefore, it makes sense to engage the prospect and provide as much hands-on experience with the product as possible.

For many salespeople, the sales presentation produces anxiety and insecurity, but that is often due to a lack of preparation. Salespeople who have carefully thought through all aspects are confident and excited about making their presentations.

Parts of the Presentation

To be most effective, the salesperson should view the presentation as a consultative selling presentation in four parts, including:

  • Need discovery.
  • Product selection.
  • Need satisfaction.
  • Servicing the sale.

The salesperson needs to be properly trained in all of these major areas. There are a number of different situations where the salesperson can use all of the sales presentation elements. In addition, these elements and techniques can lead to a higher number of sales for the company and higher commissions and opportunities for salespeople. The salesperson can apply negotiation tactics to shorten and streamline the process. The important point to remember is that this process does not have to be applied step-by-step in the sales presentation.

Closing Methods

It is essential for the salesperson to look for any potential closing clues from a prospective customer. These clues can be verbal or nonverbal. Several closing methods may be necessary to get the prospect to make a buying decision; therefore, it is wise for the salesperson to preplan several closes. These closing methods include the trial close, summarizing benefits, assumption close, special concession close, multiple options close, and direct appeal close. Any of the closing methods should be customized to fit the product and the type of buyer with whom the salesperson is dealing. In some selling situations, it is highly recommended that you use a combination of closing methods. Since closing a sale is truly an art, it is often helpful to discuss and practice different closing scenarios with a more senior colleague, who can give you feedback and suggestions for improvement. That practice may make all the difference.

 

Assessment Instructions

Create a PowerPoint presentation that summarizes your sales strategy and approach as a new salesperson for a hypothetical boss, using an example product of your choice. Explain the process and steps you would follow, as well as the information you would use. The goal is to demonstrate that you understand the consultative selling process.

In your presentation, use 2–4 slides to address each of the following main components of the sales presentation. Clearly organize your information in order to highlight key components. Include an introduction slide, a conclusion slide, and a references slide in your presentation.

Components of the Sales Presentation
  1. Orienting:
    • Describe the product or service.
    • Describe the target customer and provide a profile.
    • Define a qualified prospect.
    • Describe the qualification process.
  2. Prospecting and communication:
    • Describe the prospecting methods you would use.
    • Describe ways to achieve good social contact.
    • Describe methods for achieving good business contacts.
    • Describe a typical sales cycle (how many calls?).
  3. Presentation preparation:
    • Would you use a demonstration, a presentation, or both?
    • Determine the sales approach. Should it be a team approach or an individual sales approach? Explain why.
    • Describe the functions of those involved.
    • Give the location of the presentation.
    • Explain what equipment and supporting collateral would be used.
    • Describe the timing of the presentation, its length, and so forth.
  4. Sales presentation components:
    • List your presentation objectives.
    • Provide the questions you would ask to determine the prospects’ needs.
    • Present the features and benefits of the product or service.
    • Provide the key message.
    • Explain which selling tools you would use.
  5. Sales resistance:
    • Explain how you would negotiate sales resistance.
    • Describe any anticipated sales resistance and the level of severity or concern.
    • Explain how you plan to provide a resolution or response to resistance.
  6. Closing the sale:
    • Provide your closing clue.
    • Present your closing method.
    • Provide a closing statement.
  7. After-sale service:
    • Describe additional items you would suggest to the customer.
    • Explain how you would assist the customer with delivery and/or installation, warranty and/or service contract, or securing credit arrangements.
    • What type of post-sale courtesy contacts would you make? Describe the following:
      • The method of adding value.
      • The message to the customer.
      • The post-sale contact plan and relationship building.

Additional Requirements

  • Written communication: Written communication is free of errors that detract from the overall message.
  • APA formatting: Resources and citations are formatted according to APA (6th edition) style and formatting.
  • Number of resources: Minimum of two resources. Use in-text citations on your slides and provide a slide at the end of your presentation dedicated exclusively to listing references.
  • Length of presentation: 16–30 PowerPoint slides.
  • Font and font size: Times New Roman, 12 point.
MUST INCLUDE:
Constructs the prospecting component of the sales strategy.
Justifies the after-sale service component of the sales strategy.
Designs the orienting component of the sales strategy.
Formulates the sales presentation components of the sales strategy.
Analyzes the sales resistance component of the sales strategy.
Evaluates the closing-the-sale component of the sales strategy.
Communicates in a manner that is professional, scholarly, and consistent with expectations for members of the business professions.

 

ASSESSMENT 5

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Overview

Create an 8–12-page sales leadership philosophy and plan to prepare for advancement to an executive-level leadership position in sales management.

In preparation for an executive-level leadership position in sales management, a candidate is often asked to articulate a personal leadership philosophy.

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By successfully completing this assessment, you will demonstrate your proficiency in the following course competencies and assessment criteria:

  • Competency 5: Design an organizational structure and define roles for an effective sales process.
    • Discuss sales philosophy guidelines for an executive-level manager.
    • List characteristics of a successful executive in a global environment.
    • Describe a sales leadership position using a fit-assessment technique.
    • Design a sales leadership organizational plan for a global sales organization.
  • Competency 3: Develop a customer product strategy by determining customer buying, learning, and communication behaviors.
    • Communicate in a manner that is professional and consistent with expectations for members of the business professions.
  • Assessment Instructions

    Create a sales leadership philosophy and plan to prepare for advancement to an executive-level leadership position in sales management. Identify factors that complement your selling style in a global environment. Assess your sales skills and abilities. In this assessment, you are expected to:

    • Distinguish the role of a collaborative sales leader in virtual, global, and culturally diverse environments.
    • Identify current and emerging trends supporting leadership in sales force development through resource planning, recruitment, training, motivation, and assessment.
    • Create a personal leadership philosophy, in preparation for advancing to an executive-level sales management position. Focus on collaborative leadership in virtual, global, and culturally diverse environments.
    Part 1 – Sales Leadership Philosophy

    Analyze your approach to sales and the role of the sales professional. Through your personal observations, experience, readings, and coursework, critique the theory and practice of sales leadership.

    • Describe your personal sales leadership philosophy.
      • How does this complement your selling philosophy? What makes you choose this sales leadership philosophy?
      • How does this philosophy prepare you for an executive-level sales management position?
    • Describe the typical relationship between a salesperson and his or her manager, given this philosophy. You may want to examine communication, motivation, training, and other elements.
    • Describe methods used to strengthen the long-term relationship, given this philosophy.
    Part 2 – Sales Leadership Style Factors in a Global Environment

    Once you have a good grasp on your sales leadership philosophy and process, explore factors that complement a successful sales leadership style in a global environment.

    • Describe the factors that compliment a successful sales leadership style. How are they different, given a global selling environment?
    • Describe what technical expertise and skills you believe are needed for this sales leadership style. Explain your rationale for each skill.
    • Describe what communication style you believe works best in a global sales management environment. Explain your rationale.
    • Describe what leadership expertise and skills you believe are needed. Explain your rationale for each skill.
    Part 3 – Fit Assessment

    Put yourself in the role of a sales manager. Based on your work above, examine your fit against the criteria you have identified.

    • How would you assess your fit or appropriateness for a sales leadership position?
    • What leadership characteristics do you currently possess that would complement a successful selling style?
    • What skills would you need in order to be an effective executive-level sales manager?
    • What additional training or assistance would you need?
    Part 4 – Sales Leadership Organizational Plan

    Given your sales leadership philosophy, the global factors, and your fit assessment, develop a sales leadership plan for an organization. This could be the organization for which you currently work, even though you may not work in sales, or it could be an organization in which you have an interest. Outline a sales leadership plan that briefly discusses organizational structure, a sales representative profile, recruitment, training, compensation type, and motivation. Explain how you would develop an effective sales organization to achieve sales in a highly competitive, global selling environment.

    Additional Requirements

    • Written communication: Written communication is free of errors that detract from the overall message.
    • APA formatting: Resources and citations are formatted according to APA (6th edition) style and formatting.
    • Number of resources: Minimum of three resources.
    • Length of paper: 8–12 typed, double-spaced pages.
    • Font and font size: Times New Roman, 12 point.

    MUST COVER EACH CRITERIA:

     

    Evaluates sales philosophy guidelines for an executive-level manager.

    Analyzes the characteristics of a successful sales executive in a global environment.

    Constructs a sales leadership position using a fit-assessment technique.

    Formulates a sales leadership organizational plan for a global organization.

    Communicates in a manner that is professional, scholarly, and consistent with expectations for members of the business professions.

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