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Seller Role Preparation for Sales Calls: Assignment Guidelines

Learning Objectives

The assignment and guideline have been attached and all other information has been attached. Kindly reference any site for information used. Sites of the company used should be referenced as well as any other ones used. The originality of the assignment really matters and should be 100%. Kindly contact further materials if needed. Thanks... looking forward to zero plagiarism and fabrication of assignments.

This assignment can be done individually or as a team of 2. The assignment may go through a plagiarism checker and also be checked against previous class assignments. Hand in word format. Seller role preparation -as a new salesperson you need to familiarize yourself not only with the product but how to ask questions and answer questions during a sales call.  Assignment 2 goes over various aspects a sales person should know for a sales call:
•    The objective of the meeting
•    The features and benefits of their products,
•    What questions to ask and the type of questions
•    Proof to give a prospect and how to involve the prospect 
•    Type of concerns and how to answer them
•    How to close and the type of closes. 

Choose the roleplay you would like to do. Fill out the sales call planning guide to be prepare you for your role as a seller.  Do not use the information from the buyer’s role play.  You can gain more product information on the web.  The choice of role play is either Stress Free or Haven Air. Know your product - 10 marks – these can be researched! List at least five features and benefits of your product you believe would be relevant to the buyer.

Plan your questions Good questions will uncover further information about your prospective buyers’ current situation. 15 marks List ten questions you could ask to identify buyer needs. Indicate what type of question they are problem/ survey, pain/ probing or pleasure/ need satisfaction. (Include at least 2 of each) Think of the order they should be asked What questions are relevant to bring out the problem and know how your product solves that problem. Are you asking applicable and quality questions?

What types of proof could you bring to the meeting to add credibility?  Any other materials you would bring?How will you involve the buyer during the demonstration of product? Buyers will usually have concerns about a sale and a salesperson can anticipate that certain concerns may arise during the sales call. Give at least 5 possible questions or concerns by prospective buyer and how could you respond to them. (how would you handle them, techniques from text on handling concerns) Give an example of at least two trial closes. Give examples of 4 types of closes that you could say indicate what type of close it is (except trial close). Based on Textbook.

1.    Answered all the questions 
2.    Answers are original
3.     The questions were well thought out – quality of answer
4.    The answers showed the student understood the concepts 
5.     the answers were not taken from the Buyers Role Play
1.    Meeting outcome - who is the buyer 

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