(1) First develop a SWOT analysis for the product or service. Then, list 10 of the most significant
features and their related benefit of each feature of your product or service. Consider all areas
that make up the product when answering this question.
(10 points) Chapter 6
(2) Specifically analyze the types of customers that would make up your target audience and
those most likely to purchase your product or service. Describe in terms of their characteristics
such as demographics, personal lifestyle factors, behavioral/benefit factors, buying motives
etc. This question may require information gathering outside the parameters of this course and
the text.
Be Very Specific. (10 points) Chapter 8
(3) What areas would be most important in qualifying your customers and why. After analyzing
the prospecting requirements discussed in class, rank the 5 qualifying criteria to your
customer type as to the degree of importance that each area is to qualifying the customer.
Secondly, list the best procedures to develop a plan to locate qualified customers and why
you chose the particular procedures. ( 10 points) Chapter 9
(4) Other than the approach used in your verbal sales presentation, what other opening
strategy would be affective. This approach is to be dialogued in first person with specific
techniques. i.e., “I said…..” “Customer said”.
(5 points) Chapter 10
(5) What wide range of appropriate visual aids and associations can be used to dramatize or
demonstrate your presentation, what stage or stages of the presentation would they be most
effective and how would you use the tools to add value to the presentation.
(5 points) Chapter 12
(6) What specific objections would you anticipate in all stages of your presentation? State the
customer’s objection and give what you determine would be an appropriate response to deal
with that issue. By each objection list the specific technique that was used to handle the
objection. Both the customer’s objection and your response should be in a first person,
dialogue format. Select 5 different objections. (10 points) Chapter 13
(7) Select 5 different closings that can be used within the various stages of the sales presentation
in order to achieve a commitment by your customer. Specifically describe how you would use
each close by listing the specific close by name and describing your response in a first person,
dialogue format. (10 points) Chapter 14
II. Verbal Format (40% of your grade)
This presentation should consist of a specific opening approach that will gain the interest and
attention of the prospect and set the stage for the remainder of presentation. It should include
a specific purpose and benefit statement. Closings can be incorporated into the initial
approach. The scenario that you choose to present your product or service can be of a varying
nature such as: first or second time call. Closing on the product as a confirmed sale may or
may not be a part of the presentation. In others words, it is not necessary for the customer to
buy the product during your presentation but closing on some level of commitment is
necessary. For example, you could close on future opportunities such as a second call or
trial use. If the presentation is well planned and organized, it can be delivered effectively
within a 5 to 7 minute time frame. Under no circumstances should the presentation exceed 10
minutes in length. It will be difficult to be effective in a time less then what is suggested. In
other words, less than 3 minutes is not acceptable.
Rating Scale is based on, but not limited to, the following criteria.
1. Ability to introduce yourself, your company, your product, and to maintain the interest of
customer and establish rapport.
(10 points)
2. Ability to state your purpose and general benefits in gaining attention and demonstrate how
benefits will satisfy the customers needs.
(10 points)
3. Ability to add proof through dramatization, visual aids, demonstration, descriptive words, etc.
(5 points)
4. Overall evaluation: effectiveness and creativeness in using sales elements appropriate in any
approach i.e., forestalling objections, use of closings, etc.
(15 points)
Additional Information: A product or service should be selected before starting Chapter 6.
Subject: Attendance
(1) By not attending each day, 2 points will be deducted from your total point score for
each day absent.
(2) There are no make-ups for the verbal presentations. The overall evaluation for the
project will be discussed on a case by case basis.