14 Aug Course Project: Sales Presentation Objectives | Guidelines | Grading Rubrics |

Course Project: Sales Presentation
Objectives | Guidelines | Grading Rubrics | Best Practices |
Helpful Resources | Planning Your Work
Objectives
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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.
Guidelines
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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.
Grading Rubrics
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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..
Best Practices
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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 prospects 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
customers 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.
Prepare an outline
of your research paper before you go forward.
Complete a first
draft and then go back to edit, evaluate, and make any changes required.
Use visual
communication to further clarify and support the written part of your report.
Example graphs,
diagrams, photographs, flowcharts, maps, drawings, animation, video clips,
pictograms, Tables, and Gantt charts.
Helpful Resources
Back to Top
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 weeks lecture)
Week 4 Knockout
Sales Presentation Tutorial
Chapters 3, 4 and
5 in the text
Planning Your Work
Back to Top
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.Course Project: Sales PresentationObjectives | Guidelines | Grading Rubrics | Best Practices |
Helpful Resources | Planning Your WorkObjectivesBack to TopThe 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.GuidelinesBack to Top 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.Grading RubricsBack to TopCategory Points % DescriptionDocumentation 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..Best PracticesBack to TopThe 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 prospects 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
customers 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 HintsAdditional hints on preparing the best possible project. Prepare an outline
of your research paper before you go forward. Complete a first
draft and then go back to edit, evaluate, and make any changes required. Use visual
communication to further clarify and support the written part of your report. Example graphs,
diagrams, photographs, flowcharts, maps, drawings, animation, video clips,
pictograms, Tables, and Gantt charts.Helpful ResourcesBack to TopYou 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 weeks lecture) Week 4 Knockout
Sales Presentation Tutorial Chapters 3, 4 and
5 in the textPlanning Your WorkBack to TopThis 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.

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