Paper Assignment: Professional Sales Call Plan
Length: 2000 to 2500 words.
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.
Follow the selling model we have been using:
o Briefly describe the company you work for and the product you are selling.
o Describe the target customer, their use of the product, needs, decision criteria, etc.
o Write out your purpose statement and 5 questions that you will use to build rapport.
o Write out open and closed questions that will get the customer to reveal their needs.
o List the top 5 features of your product. Write out your benefit statement for each.
o List the top 5 objections that you anticipate. Write out your response to each.
o Write out 2 closing statements.
Format your assignment according to the following formatting requirements:
o The answer should be typed, using Times New Roman font (size 12), double spaced, with one-inch margins on all sides.
o The response also includes a cover page containing the title of the assignment, the student's name, the course title, and the date. The cover page is not included in the required page length.
o Also include a reference page. The Citations and references must follow APA format. The reference page is not included in the required page length.