Please follow these instructions when completing the project:
1. Select a product/service you wish to develop your sales plan for. You may select any
product or service you wish. ( See # 1 below for more information)
2. Select the prospect (Potential customer) you wish to sell your product to. You can
choose any business you wish. You can pick a real business to sell to or a
hypothetical one. (See # 2 below for more information)
3. Qualify your prospect. In other words, explain why you know the prospect has a need
for what you are selling? (See # 3 below for more information)
4. Phone script: You may omit this section. (You are not required to complete this part,)
5. Competitive analysis: Describe what is unique about your product/service or why it is
better than the competition. (See # 5 below)
6. Product/service Benefits: make a list of all the benefits or reasons to buy your product
or service. (You may use bullet points in completing this section) (See # 6 below for
7. Questions and answers: make a list of approximately 10-15 questions you are likely to
be asked about your product/service and provide answers to each question. In
other words, what questions is your prospect likely to ask before making a decision to
buy. Use the triad concept you learned in class to anticipate what a technical,
gut- level, and even-mix prospect might ask (See # 7 below).
8. Objections and answers: Anticipate the reasons or excuses the prospect might give
you for not buying and explain how you will overcome each of them. Remember:
there are only three reasons someone will not buy: Don’t need you, Can’t afford you,
or Don’t believe you. So explain why they need you, why they can afford you, and
why they can trust that your product or service will be as good as you say it is.
(See # 8 below).
9. Selling sequence: Describe how you will make your overall presentation to your
prospect. In other words, provide a general script or outline of the dialogue you will be
using to make your presentation, Also include the types of questioning techniques you
will be using to engage your prospect( such as those you learned in class: Discovery
questions, leading questions, etc.) ( see # 9 below)
10. Visual aids: Describe what type of visual aids you would have used if you were
actually going to make the presentation in class. (see # 10 below) .
11. Appendix ( You may omit this section. You are not required to complete this part.)
WRITTEN SALES PLAN
1. PRODUCT OR SERVICE DESCRIPTION:
Describe in detail the product or service you intend to sell. Be sure to include the uniqueness of your product or service and the primary benefits of your offering.
2. PROSPECT IDENTIFICATION:
Identify and describe your intended prospect.
What type of business is it? What is the size of the prospect’s business? etc.
Is the type of organization you are selling to: (1) an industrial buyer, (2) a consumer
product, (3) governmental agency, (4) Educational institution, or (5) a Non-profit.
3. PROSPECT QUALIFCATION:
How has your prospect been qualified? i.e. what are they currently using? What are their likes and dislikes? Are all the decision makers present? How soon are they planning to buy? Have you narrowed in on a product recommendation? And have you determined a budget? Etc. Are there any conditions present that will prevent the prospect from buying?
Specifically address each of the following areas:
a. Need for product/service: What are they currently using? Likes? Dislikes?, etc.
b. Authority or influence to buy: Who are the decision makers? Who influences the purchase? etc.
c. Ability to buy: What is the timeline to make the purchase?
d. What products or services will be offered?
e. Can the prospect afford to buy? ( what is their approximate budget.)
4. SCRIPTED PHONE PRESENTATION: ( Omit this section)
Describe your phone conversation for gaining the appointment. What benefits did you promise to the prospect in order to get the appointment?
Be sure to include a scripted phone presentation (Telemarketing Script).
5. COMPETITIVE ANALYSIS:
Describe the unique advantages of your product or service over the competition. Specifically, what are the advantages and disadvantages of your product versus the competition? i.e. SWOT: Strengths, weaknesses, opportunities and threats.
6. PRODUCT OR SERVICE BENEFITS:
What are the primary advantages and benefits to be gained by using your product or service? Remember: people buy benefits, not features. What are the primary features (facts), advantages (performance characteristics), and benefits (satisfaction derived) of your product or service?
7. ANTICIPATED QUESTIONS AND ANSWERS:
Identify the anticipated questions and your corresponding answers. i.e. What are the primary questions to consider? How will you answer those questions?
8. ANTICIPATED OBJECTIONS AND ANSWERS:
Identify the anticipated objections and your corresponding answers. i.e. What are the primary objections to consider and how will they be overcome?
9. SELLING SEQUENCE:
Describe your overall plan for organizing and delivering the presentation. What strategies will be used to keep the prospect physically and/or mentally involved throughout the presentation? Specifically address each of the following areas:
a. Opening approach (Describe initial dialogue)
b. Physical and emotional involvement strategies (Describe how you intend to keep the prospect actively involved) What types of questions will you be asking?
c. Trial closes and Closing approaches (Describe the trial closes and closes you anticipate using)
10. EQUIPMENT AND VISUAL AIDS TO BE USED:
What equipment and visual aids will be used for your presentation?
Specify what equipment and visual aids you will be using? i.e. product
samples, PowerPoint, handouts, overhead transparencies, charts and graphs,
testimonials, brochures and catalogs, etc.
11. APPENDIX AND SUPPLIMENTAL MATERIALS: ( Omit this section)
Include all additional materials, research, and related work that went into the preparation and development of your sales presentation. For example:
a. Samples of competitor collateral materials
b. Research gathered
c. Proof of salesperson’s assertions
e. Product literature
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