Interactive Selling Process by Planning
Order ID 53563633773 Type Essay Writer Level Masters Style APA Sources/References 4 Perfect Number of Pages to Order 5-10 Pages
Interactive Selling Process by Planning
Course Project: Sales Presentation
The objective of this assignment is to gain experience applying the interactive selling process by planning for and preparing a formal sales presentation to meet the needs of a customer. This assignment will help you to apply and integrate all of the Terminal Course Objectives for Marketing 420 Salesmanship.
- Your completed assignment will be a formal sales presentation that will be written up in a paper of approximately 10 to 12 pages in length (this would be roughly 1 page per area included in the report), 10-point font, double-spaced. You will select the topic, which will include deciding on the product or service that you are selling and describing your customer scenario. The submitted assignment should include a cover page, table of contents, introduction, body, summary or conclusion and works cited.
- Even though this is not a scientific-type writing assignment, and is mostly creative in nature, references are still very important. If you access other sources, such as websites or publications to prepare the assignment, then these should be listed on the last page titled “Works Cited”. At the very minimum, the text and online course resources should be cited.
- All DeVry University policies are in effect including the plagiarism policy.
- Final presentations are due during Week 7 of this course.
- Any questions about this assignment may be discussed in the weekly Q&A Discussion topic.
- This paper is worth 200 total points and will be graded on quality of topic, quality of content, grammar and sentence structure, use of citations.
Category Points % Description Documentation and Formatting 20 10% The assignment should include a title page, table of contents, objectives, presentation including script or cohesive notes, references. Correct grammar, spelling and punctuation are important. Organization and Cohesiveness 20 10% The format, flow of ideas and presentation should follow the Interactive Sales Process (which can be reviewed in the Week 1 lecture, Interview With The Super Sales Rep: The Interactive Selling Process) by including prospecting, pre-approach, approach, presentation, closing, anticipating and handling objections, and planned follow up. Editing 100 50% How effectively the content of the assignment addresses each of the steps in the interactive selling process and presents a clear and effective solution for the customer. Script Content 60 30% An accompanying script that clearly articulates points to be made in the presentation. While the presentation itself may contain bullets and be succinct as a useful presentation/sales aid, the script should be written in clear and complete sentences that address the points to be made in the presentation. Total 200 100% A quality paper will meet or exceed all of the above requirements..
The following are the best practices in preparing this assignment.
- Cover Page – Include the customer name for which you have prepared the presentation, your name and company /product name, and date.
- Table of Contents – List the sections of your assignment and the pages on which they are located.
- Format – Use a header on your paper. This will indicate you are introducing your paper.
- Body of Your Report – Use a header titled with the name of your project. Example: “Sales Presentation to Hotel X”. Each assignment should include the following sections:
- Prospecting – description of the customer (an organization, not an individual) and your company product or service. Some examples might be:
- Customer is a construction firm and you sell heavy equipment
- Customer is national chartered accountants firm and you sell office supplies or photocopiers
- Customer is restaurant and you sell restaurant kitchen equipment
- Customer is small retail grocery chain and you sell a line of frozen prepared organic entrees
- Pre-Approach – include why you believe that your customer is a qualified prospect, some background information on the customer that you will use to build rapport and understand their needs, company information and data about their products and services. Your customer can be real or fictional.
- Approach – discuss how you will get your prospect’s attention in the call and establish rapport– plan some ice breaker comments and anticipate “the problem,” i.e. customer needs. What is your presentation call objective? How will you verify whether the anticipated “problem” is correct?
- Presentation – include 4 or 5 key points about your product/service that will address the customer’s needs, and effectively describe their features, advantages and benefits as directly related to customers’ needs. You may choose to use some of the following methods to present your solution: Demonstrations, customer testimonials, displays, samples and prospect participation. For this section of your assignment, you will include the actual presentation sales aids that you will use accompanied by a script.
- Handling Objections – anticipate objections that may come up and describe how you will handle them. Some objections may relate to competition, price, product function, terms of the sale, etc.
- Closing – plan to ask for the order- include a plan that describes how you will ask and what you will ask for.
- Follow Up – include a plan of follow up after the call.
- Conclusion – Summarizing is similar to paraphrasing bur presents the gist of the material in fewer words than the original. An effective summary identifies the main ideas and major support points from the body of your assignment. Minor details are left out. Summarize the benefits of the ideas presented and how the presentation was effective.
- Work Cited – Use the citation format as specified in the Syllabus.
Helpful Hints Additional hints on preparing the best possible project.
1. Prepare an outline of your research paper before you go forward.
2. Complete a first draft and then go back to edit, evaluate, and make any changes required.
3. Use visual communication to further clarify and support the written part of your report.
4. Example graphs, diagrams, photographs, flowcharts, maps, drawings, animation, video clips, pictograms, Tables, and Gantt charts.
You may want to review the following course information for guidance in preparing this assignment:
- Week 1: Interview with the Super Sales Rep: The Interactive Selling Process (ISP)
- Weeks 1-7: Test Your Knowledge Exercises that cover the elements of the Interactive Selling Process (ISP) (end of each week’s lecture)
- Week 4 Knockout Sales Presentation Tutorial
- Chapters 3, 4 and 5 in the text
Planning Your Work
This is a lengthy assignment that you should work on throughout the first seven weeks of the course. While there is no requirement to submit partial work prior to the due date, you may want to set some milestones to keep yourself on track, as leaving this assignment until close to the due date could prove detrimental to your grade outcome. Some suggested milestones follow:
Week 1 – Select your product or service and your customer. Week 2 – Fully describe your customer scenario – business, products and services, decision makers and potential needs. Week 3 – Review the Week 1 Interview with the Super Sales Rep: The Interactive Selling Process (ISP) and the weeks 1 to 3 Test Your Knowledge exercises, the text readings (Chapters 3, 4 and 5) and think about how they will prepare you for the presentation. Week 4 – Draft the Prospecting, Pre-Approach and Approach sections of the assignment and review the Knockout Sales Presentation Tutorial in the Week 4 Lecture. Week 5 – Draft the Presentation section of the assignment. Week 6 – Review the Test Your Knowledge exercises at the end of the weeks 4, 5 and 6 lectures. Draft the Closing, Objection Handling and Follow-up sections of the Call.
QUALITY OF RESPONSE NO RESPONSE POOR / UNSATISFACTORY SATISFACTORY GOOD EXCELLENT Content (worth a maximum of 50% of the total points) Zero points: Student failed to submit the final paper. 20 points out of 50: The essay illustrates poor understanding of the relevant material by failing to address or incorrectly addressing the relevant content; failing to identify or inaccurately explaining/defining key concepts/ideas; ignoring or incorrectly explaining key points/claims and the reasoning behind them; and/or incorrectly or inappropriately using terminology; and elements of the response are lacking. 30 points out of 50: The essay illustrates a rudimentary understanding of the relevant material by mentioning but not full explaining the relevant content; identifying some of the key concepts/ideas though failing to fully or accurately explain many of them; using terminology, though sometimes inaccurately or inappropriately; and/or incorporating some key claims/points but failing to explain the reasoning behind them or doing so inaccurately. Elements of the required response may also be lacking. 40 points out of 50: The essay illustrates solid understanding of the relevant material by correctly addressing most of the relevant content; identifying and explaining most of the key concepts/ideas; using correct terminology; explaining the reasoning behind most of the key points/claims; and/or where necessary or useful, substantiating some points with accurate examples. The answer is complete. 50 points: The essay illustrates exemplary understanding of the relevant material by thoroughly and correctly addressing the relevant content; identifying and explaining all of the key concepts/ideas; using correct terminology explaining the reasoning behind key points/claims and substantiating, as necessary/useful, points with several accurate and illuminating examples. No aspects of the required answer are missing. Use of Sources (worth a maximum of 20% of the total points). Zero points: Student failed to include citations and/or references. Or the student failed to submit a final paper. 5 out 20 points: Sources are seldom cited to support statements and/or format of citations are not recognizable as APA 6th Edition format. There are major errors in the formation of the references and citations. And/or there is a major reliance on highly questionable. The Student fails to provide an adequate synthesis of research collected for the paper. 10 out 20 points: References to scholarly sources are occasionally given; many statements seem unsubstantiated. Frequent errors in APA 6th Edition format, leaving the reader confused about the source of the information. There are significant errors of the formation in the references and citations. And/or there is a significant use of highly questionable sources. 15 out 20 points: Credible Scholarly sources are used effectively support claims and are, for the most part, clear and fairly represented. APA 6th Edition is used with only a few minor errors. There are minor errors in reference and/or citations. And/or there is some use of questionable sources. 20 points: Credible scholarly sources are used to give compelling evidence to support claims and are clearly and fairly represented. APA 6th Edition format is used accurately and consistently. The student uses above the maximum required references in the development of the assignment. Grammar (worth maximum of 20% of total points) Zero points: Student failed to submit the final paper. 5 points out of 20: The paper does not communicate ideas/points clearly due to inappropriate use of terminology and vague language; thoughts and sentences are disjointed or incomprehensible; organization lacking; and/or numerous grammatical, spelling/punctuation errors 10 points out 20: The paper is often unclear and difficult to follow due to some inappropriate terminology and/or vague language; ideas may be fragmented, wandering and/or repetitive; poor organization; and/or some grammatical, spelling, punctuation errors 15 points out of 20: The paper is mostly clear as a result of appropriate use of terminology and minimal vagueness; no tangents and no repetition; fairly good organization; almost perfect grammar, spelling, punctuation, and word usage. 20 points: The paper is clear, concise, and a pleasure to read as a result of appropriate and precise use of terminology; total coherence of thoughts and presentation and logical organization; and the essay is error free. Structure of the Paper (worth 10% of total points) Zero points: Student failed to submit the final paper. 3 points out of 10: Student needs to develop better formatting skills. The paper omits significant structural elements required for and APA 6th edition paper. Formatting of the paper has major flaws. The paper does not conform to APA 6th edition requirements whatsoever. 5 points out of 10: Appearance of final paper demonstrates the student’s limited ability to format the paper. There are significant errors in formatting and/or the total omission of major components of an APA 6th edition paper. They can include the omission of the cover page, abstract, and page numbers. Additionally the page has major formatting issues with spacing or paragraph formation. Font size might not conform to size requirements. The student also significantly writes too large or too short of and paper 7 points out of 10: Research paper presents an above-average use of formatting skills. The paper has slight errors within the paper. This can include small errors or omissions with the cover page, abstract, page number, and headers. There could be also slight formatting issues with the document spacing or the font Additionally the paper might slightly exceed or undershoot the specific number of required written pages for the assignment. 10 points: Student provides a high-caliber, formatted paper. This includes an APA 6th edition cover page, abstract, page number, headers and is double spaced in 12’ Times Roman Font. Additionally, the paper conforms to the specific number of required written pages and neither goes over or under the specified length of the paper.
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