Personal Selling Sales Presentation
When preparing the presentation, develop it as if you are the salesperson making a sales presentation to the purchasing agent of the prospect company. The prospect company must be a retailer, wholesaler, or manufacturer.
Sales Presentation Report:
All submitted work must be double-spaced, 12-point font, and one inch margins and conform to APA standards. This is a research project in addition to using the materials learned in class. Use a variety of sources such as books, industry journals, professional magazines, and newspapers as you prepare your report and presentation. A minimum of five (5) references must be used.
The written report must not exceed seven (7) pages, excluding title page and appendix which may include presentation graphics and any support documents.
Required information: please reference the item number in your report.
1. Your business card (computer-generated facsimile is acceptable) (see www(dot)designyourowncard(dot)com)
2. Your sales objectives (must be SMART)
3. A customer profile
a. company name, address, and website
b. business type
c. buyer’s name, telephone number, and e-mail address
d. people who influence buying decision or aid in selling your product and benefits sought
e. buying hours and best time to see buyer
f. receptionist's name
g. buyer's personality type
4. Approaches used and why (list categories: introductory, customer benefit, complimentary, demonstration, etc.) (minimum of two)
5. Demonstrations (explain)
6. Competitive analysis (must include your CA over them)
7. Customer benefit plan
a. Need, FAB (list Need 1/F1/A1/B1, Need 1/F2/A2/B2, etc.) (should match buyer’s needs)
b. Suggested purchase order and justification
8. Marketing plan (assist buyer in reselling)
9. Business proposition (e.g., profit forecast, ROI)
10. Persuasion techniques (e.g., suggestive proposition, prestige) used and why (minimum of two)
11. Negotiation strategy (e.g., bargaining chips, walk away-price, what you want in return, discounts, break-even analysis)
12. Anticipated objections (e.g., direct, boomerang) and handling techniques used and why (minimum of two)
13. Closing techniques used (e.g., probability, alternative) and why (minimum of two)
14. Sales presentation (single spaced) containing buyer and seller dialogue (must include one SELL technique) which must be labeled in bold print (e.g., trial close, persuasion, objections, SPIN, close), otherwise minus seven points off your written report grade.
Student:
Professor:
Course title:
Date:
Business Card
My sales objectives
My company is called Chespro Inc. whose core business is to design and build Enterprise Resource Planning systems, as well as business software solutions for manufacturing companies. My sales objectives are as follows:
To provide knowledge to the buyer through features, advantages and benefits of my product, marketing plan, as well as business proposition after 40 minutes of the presentation
To sell my product – Manufacturing ERP software – to the customer within 30 days after the sales presentation
To help the client find a solution to their problem 40 minutes after the presentation
To convince the buyer/prospect in 40 minutes that my product is not only the best in the industry, but also that my company is the best source to purchase from.
Customer profile
The company is Neapco Holdings, LLC located in Belleville, Michigan. The company’s website is HYPERLINK "". Neapco Holdings manufactures automotive parts, which include drive shafts, suspension springs, drivelines, differentials, as well as driveline-related products for auto manufacturers in Europe and North America (Neapco Holdings, 2014). In essence, this company serves the farm equipment, commercial vehicle, construction machinery and automotive sectors.
Buyer’s name and telephone number
The name of the buyer who is actually a representative of the company is Keith Sanford. The telephone number of this individual is 734-447-1300 for the Belleville, MI office. The e-mail address is not disclosed. The personality of this buyer is that he is a dependable, independent and discreet person.
People who influence buying decision
These include: (i) Robert Hawkey, the Chief Executive Officer and President, Neapco Holdings, LLC. (ii) J. Robert Mangini, Chief Operating Officer, Neapco Holdings, LLC. (iii) Keith Sanford – this person is the president of Neapco Components (Neapco Holdings, 2014). The buying hours are 8:30am in the morning to 5:00pm in the evening. As such, the right time of seeing the buyer is between 8:30 am and 5:00 pm. The receptionist’s name is not disclosed.
Approaches used
(i) Consultative problem-solving: Consultative problem-solving focuses on the problems of the prospect rather than the products of the seller. It also emphasizes the partnership of seller and buyer, and accentuates win-win outcomes in negotiations (Blume, 2013). Using this approach, I will carefully listen and ask questions that probe so as to obtain a full understanding of the problems and specific needs of the prospect, and then recommend the most appropriate alternative solutions. (ii) Demonstration: a demonstration would be performed that will let the prospect do something simple and uncomplicated. The demonstration will let the prospect perform something that is frequently repeated, and it will let the prospect work a vital feature of the product (Murphy, 2009).
Demonstrations
When performing a demonstration, seven important points would be remembered. These are as follows:
Is the demonstration appropriate and required?
Have I formulated a certain objective of the demonstration?
Have I appropriately planned and organized the demonstration?
Have I practiced the demonstration such that it flows smoothly and seems to be natural? (Schiffman, 2009).
What is the likelihood that the demonstration would backfire?
What is the likelihood that the demonstration would go as planned?
Is my demonstration presenting the product in a professional and ethical manner? (Futrell, 2009).
Competitive Analysis
Competitive analysis in the sales presentation will entail the salesperson using data to build a vision of why his/her product is superior (Futrel, 2009). The top 3 competitors for my company’s product include: (i) Ramco ERP on Cloud from Ramco corporation; (ii) Epicor ERP solutions from Epicor company; and (iii) SYSPRO ERP. For manufacturing firms such as Neapco Holdings LLC, software functionality is at the center of any ERP software selection project. Whilst there are several stand-alone manufacturing software packages currently provided by our competitors such as Ramco, Epicor and SYSPRO, the most appropriate manufacturing solutions are provided by my company; they are tightly integrated into a centralized ERP system. Moreover, unlike those provided by rival companies, ERP software provided by my company offers integration of all aspects of procurement, production, and delivery for manufacturing companies such as Neapco Holdings notwithstanding whether or not they are an engineer-to-order, make-to-order, or make-to-stock manufacturer.
Customer Benefit Plan
Need 1/F1/A1/B1
Need 1 – Neapco wants to be able to manage its entire supply chain and manufacturing cost-effectively and efficiently for international and domestic OEMs as well as after-markets. F1: our Manufacturing ERP software package provides Neapco Holdings with the best choice for real-time, consistent ERP software which has agile and lean functionality developed particularly for manufacturing processes. A1: Our ERP software package will help Neapco Holdings in monitoring, tracking, tracing and communicating manufacturing and business activities and data across the supply chain faster compared to any other software solution presently on the marketplace. B1: from the product, the prospective buyer wants it to help eliminate needless downtime; to minimize inventory costs; to facilitate timely and accurate scheduling and planning; to facilitate timely and efficient communication; as well as facilitate complete traceability and tracking across the supply chain.
Need 2/F2/A2/B2
Need 2: to maximize productivity throughout the entire company. F2: high-quality product, which is able to meet requirements of the customer. A2: Our Manufacturing ERP software package will inspire Neapco Holdings to innovate and think about their business in a dissimilar way, which will eventually allow Neapco Holdings to pass inspiration on to its own customers. The product is a highly flexible and scalable solution which features comprehensive and powerful tools and metrics that will help Neapco manage its manufacturing business end-to-end. B2: the customer expects the product to be the best in timelines and quality, and help the company to excel (Neapco Holdings, 2014).
Suggested purchase order and justification
Mehta (2011) stated that in a suggested purchase order, the salesperson essentially recommends what to purchase so as to satisfy the needs which have been identified in the prese...