Successful selling is based on planning and preparation before the sales call and sales presentation. One of the most important areas of preparation pertains to understanding a product’s features and how those features might solve buyers’ needs.
The link between product features and buyers’ needs is accomplished by converting a product’s features into benefits for the buyer. Benefits are solutions to needs. It is important to realize that specific product features may yield different benefits to different buyers. Thus, preparation includes imagining the variety of buyers’ needs that a feature might address and how to uncover potential benefits through questioning.
The objective of the sales presentation assignment is to gain experience applying the selling process by planning for and preparing a formal sales presentation to meet the needs of a customer. This assignment will help you apply and integrate all of the course objectives for MKG 360. The sales presentation assignment will be completed in sections with the final sales presentation due in Module 8.
Throughout the course, you will complete a number of graded Sales Call Presentation milestone assignments that will support your work on your final project. Throughout the course, you will also have reminders that will prompt you about where you should be in the project development process.
For the purposes of your final portfolio assignment, you are a sales person for an international sales organization of your choice. You will be expected to revise the Milestones you completed in Modules 1, 4, and 7, add the Module 8 slides and submit a final Sales Call Presentation in Module 8 as a Portfolio Project.
Module 1 Milestone: Identifying Prospective Customers
Module 4 Milestone: Making the Professional Introduction
Module 7 Milestone- Identify Needs
Module 8 Milestone: Product/Service Description and Close
Final Presentation Requirements
Refer to the Portfolio Project grading rubric available in the Module 8 Folder for information on grading details.
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