Sales Call Planning Presentation

Successful selling is based on planning and preparation before the sales call and sales presentation. One of the most important areas of preparation pertains to understanding a product’s features and how those features might solve buyers’ needs. 

The link between product features and buyers’ needs is accomplished by converting a product’s features into benefits for the buyer. Benefits are solutions to needs. It is important to realize that specific product features may yield different benefits to different buyers. Thus, preparation includes imagining the variety of buyers’ needs that a feature might address and how to uncover potential benefits through doing good research on the customer or organization. 

Directions: 

For the purposes of this assignment, you are a sales person for a selling organization of your choice. You will create a visual presentation that could be used to demonstrate your preparation and planning for a sales call. 

The presentation should comprise the following sections: 

1. Identification of the prospective customer (name of customer, industry. and brief description of his or her needs). 

2. Identification of your total market offering (what you could potentially sell to the prospective customer). 

3. Profile of key competition. 

4. The sequence you would use to uncover buyers’ needs. 

5. Anticipated buyer objections or resistance. 

There are two parts to your presentation submission: visual presentation materials and transcript of the presentation itself (how you might deliver it): 

Presentation: 

 Prepare a 10- to 15-slide presentation using a PowerPoint presentation tool of your choice.

 Be sure to follow  APA guidelines. You are graded in part on your adherence to APA style as well as on good grammar and writing style. 

 You are being graded on the thoroughness of your presentation, its usefulness as a sales tool, your understanding of the concepts presented in this course, and writing style and mechanics. 

Transcript: 

 Prepare an accompanying transcript of what you would say during the presentation. Type this in MS Word. Be sure to clearly designate which slide the narration accompanies. 

 Be sure to follow APA guidelines. You are graded in part on your adherence to APA style as well as on good grammar and writing style. 

 You are being graded on the thoroughness of your presentation, its usefulness as a sales tool, your understanding of the concepts presented in this course, and writing style and mechanics.