For this paper, you will prepare a sales call plan to be used in an imaginary sales call in your entrepreneurial venture.
The selling task should be either an entrepreneurial venture or a B2B sale introducing an innovative product, involving a product with some complexity.
DO NOT use simple products or selling contexts where you are simply responding to “walk-in” business (i.e. boutique, restaurant, simple retail).
You will write out your call plan and how you will handle the interactions with the customer.
Prepare a call plan for that selling task.
This paper should be approximately 2000-2500 words, Times New Roman, 12 font, single-spaced.
Follow the selling model we have been using:
Briefly describe the company you work for and the product you are selling.
Describe the target customer, their use of the product, needs, decision criteria, etc.
Write out your purpose statement and 5 questions that you will use to build rapport.
Write out open and closed questions that will get the customer to reveal their needs.
List the top 5 features of your product. Write out your benefit statement for each.
List the top 5 objections that you anticipate. Write out your response to each.
Write out 2 closing statements.
Note that part of the grade will be the quality of the writing, organization, grammar, etc.
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