Based on the first meeting you held with the Director at Toddlers and Tykes Inc Day-care, here is what you learned: Melissa Dawn is the owner and director at Toddlers and Tykes Inc."- a day-care center located in Tampa, Florida. Melissa has been operating her organization for 15 years and has a staff size of 10 full time teachers and 5 floating staff. There are 7 classrooms in total at the center and each of the classrooms service a different age group (Infants A, Infants B, Toddlers A, Toddlers B, Preschool A, Preschool B, Preschool C). The hours of operation are 6 am to 7 pm on weekdays and they are closed on weekends. Melissa's right hand woman is Wanda, who is the assistant director of the center. Currently, Melissa and her organization have a website and a Facebook page, which they use to share photos and activities of the children throughout the day (their Facebook page is updated once every couple of weeks). They also send out emails with newsletters attached. Most parents get a daily update on their child's day through a sheet of paper that the teachers use to record things like meals, bathroom updates and general notes. At drop-off or pick-up time, if a parent or teacher is available to chat, they exchange a few words on the child's day. Just recently, Wanda heard about HiMama as it is being used in a childcare center just down the road from Toddlers and Tykes Inc. Melissa is resistant to change but is willing to learn about what her competition is doing, since Wanda is insisting that they do so. Melissa resists spending money since she is very concerned about her profits, but spends money when there is clear value. About HiMama Company What does your company do and what makes you a market leader in your space? HiMama is the #1 rated early childhood education software company that delights parents and empowers educators. With 366,032,079+ moments shared on the platform worldwide (and counting), they are inspired by improving learning outcomes for kiddos during the most formative years. We are a high growth company boasting 656% growth in revenue over the past two years and are ranked #28 in the Fastest Growing Start-ups in Canada. We are the childcare software solution that is changing the early childhood education market in North America - and we're just getting started. Along with our growth, we are also proud to be a social purpose business that is a Certified Benefit Corporation, meaning that we meet the highest standards of verified social and environmental performance, transparency and accountability. We are proud of our diversity and equal opportunity, with a 50/50 gender distribution across the company, including the leadership team. External to our business we also invest in the communities we serve to support childcare business owners and practitioners. We are also strong advocates for the social impact that investment and recognition of early childhood education and the positive impact it has on our future generations. Assignment Purpose: As a future B2B account representative there is a possibility that you will be part of a team that has been assembled to sell as a unit to provide greater value to a larger customer accounts' need. Vos Graham a senior business advisor at Inneractive Consulting Group believes that there are three important characteristics of high performing sales teams including: 1. Setting Clear goals: "Everyone on the selling team - no matter what the position - knew the goal, could state the goal clearly and believed the goal is and will be attained." (Graham, 2019) 2. Creating a Trusting and Supportive Environment: "There is a clear element of respect for each individual on top selling teams." (Graham, 2019) 3. Setting High Standards and Delivering Shared Responsibility: "The eam is providing leadership in their responsibility areas." (Graham, 2019) Assignment Instructions: Students will be working together in teams 3 and will prepare an engaging and interactive Power Point sales presentation and supporting word document script that follows the sales process based on a B2B sales case scenario provided two weeks in advance by the professor. The case will be made available via our e- Centennial course shell. For each sales case, students will assume that the sales team has already met briefly with the client during a 1"discovery meeting. So, this will essentially be the 2nd customer meeting. Criteria Potential Marks Earned Marks Observations/Comments Rapport Building with ALL customer representatives Value Proposition Summarize Business Needs Established further Needs through Q&A -introductions (1 marks) -relevant icebreaker (2 marks) -agenda (2 marks) -relevant rapport building (5 marks) -Simple (2 marks) -customer benefit declared (2 marks) -measures of success (2 marks) -seller's product/brand declared (2 marks) -relevant case analysis presented of all initial customer needs -2 additional open-ended relevant questions asked: Q1: Q2: For each of a min. of 3 features: F1 F2 F3 _link to customer need made (1-marken) feature is detailed (1 mark ea.) advantages are clear (1 mark ea.) customer benefits detailed (3 marks ea) engaging demo (4 marks ea.) Engaging FAB Service Demonstration Linked to Customer Needs (slides must bring demo to LIFE) -focus is on solution investment vs. cost - detailed ROI, NPV, DPP analysis presented Financial Solution Investment Analysis Objective Handling (assume price, service and timing) Relevant Close -Team effectively utilizes LAARC Method: #1L #3 L Testimonial or a Summary Benefit close utilized effectively (no trial close required) - Professionally prepared (5 marks) -Effective Terms/conditions outlined (5marks) Contract Formalized PPT Quality (3 marks each) Organization has logical flow (cover page, content, references etc.) Multimedia is relevant, attractive and engaging including demo of service via links or other relevant means) Language is error free Exceptional APA references and citations Appearance Overall is appealing proper use of white space, background, transitions etc.) Total Marks 124 marks 10% Criteria Potential Marks 10 Earned Marks Observations/Comments Content Details Content follows sales process steps sequentially and is comprehensive Report Organization Logical flow and clarity of ownership (student contributions per sections) documented Writing Mechanics Error free (spelling, grammar, punctuation) Evidence of continuing idea development and ongoing critical thinking Script includes appropriate facts and relevant details to support main ideas throughout with consistency while adhering to the sales process. Word choice and sentence structure Enhanced style and affect - sophisticated use of business language APA Reference and supporting citations Completed and correctly formatted. Minimum of 6 different references included. Comments: Total 90 marks 110% Please can you make a written script for this case I already post the points and criteria to write a script thank you so much Based on the first meeting you held with the Director at Toddlers and Tykes Inc Day-care, here is what you learned: Melissa Dawn is the owner and director at Toddlers and Tykes Inc."- a day-care center located in Tampa, Florida. Melissa has been operating her organization for 15 years and has a staff size of 10 full time teachers and 5 floating staff. There are 7 classrooms in total at the center and each of the classrooms service a different age group (Infants A, Infants B, Toddlers A, Toddlers B, Preschool A, Preschool B, Preschool C). The hours of operation are 6 am to 7 pm on weekdays and they are closed on weekends. Melissa's right hand woman is Wanda, who is the assistant director of the center. Currently, Melissa and her organization have a website and a Facebook page, which they use to share photos and activities of the children throughout the day (their Facebook page is updated once every couple of weeks). They also send out emails with newsletters attached. Most parents get a daily update on their child's day through a sheet of paper that the teachers use to record things like meals, bathroom updates and general notes. At drop-off or pick-up time, if a parent or teacher is available to chat, they exchange a few words on the child's day. Just recently, Wanda heard about HiMama as it is being used in a childcare center just down the road from Toddlers and Tykes Inc. Melissa is resistant to change but is willing to learn about what her competition is doing, since Wanda is insisting that they do so. Melissa resists spending money since she is very concerned about her profits, but spends money when there is clear value. About HiMama Company What does your company do and what makes you a market leader in your space? HiMama is the #1 rated early childhood education software company that delights parents and empowers educators. With 366,032,079+ moments shared on the platform worldwide (and counting), they are inspired by improving learning outcomes for kiddos during the most formative years. We are a high growth company boasting 656% growth in revenue over the past two years and are ranked #28 in the Fastest Growing Start-ups in Canada. We are the childcare software solution that is changing the early childhood education market in North America - and we're just getting started. Along with our growth, we are also proud to be a social purpose business that is a Certified Benefit Corporation, meaning that we meet the highest standards of verified social and environmental performance, transparency and accountability. We are proud of our diversity and equal opportunity, with a 50/50 gender distribution across the company, including the leadership team. External to our business we also invest in the communities we serve to support childcare business owners and practitioners. We are also strong advocates for the social impact that investment and recognition of early childhood education and the positive impact it has on our future generations. Assignment Purpose: As a future B2B account representative there is a possibility that you will be part of a team that has been assembled to sell as a unit to provide greater value to a larger customer accounts' need. Vos Graham a senior business advisor at Inneractive Consulting Group believes that there are three important characteristics of high performing sales teams including: 1. Setting Clear goals: "Everyone on the selling team - no matter what the position - knew the goal, could state the goal clearly and believed the goal is and will be attained." (Graham, 2019) 2. Creating a Trusting and Supportive Environment: "There is a clear element of respect for each individual on top selling teams." (Graham, 2019) 3. Setting High Standards and Delivering Shared Responsibility: "The eam is providing leadership in their responsibility areas." (Graham, 2019) Assignment Instructions: Students will be working together in teams 3 and will prepare an engaging and interactive Power Point sales presentation and supporting word document script that follows the sales process based on a B2B sales case scenario provided two weeks in advance by the professor. The case will be made available via our e- Centennial course shell. For each sales case, students will assume that the sales team has already met briefly with the client during a 1"discovery meeting. So, this will essentially be the 2nd customer meeting. Criteria Potential Marks Earned Marks Observations/Comments Rapport Building with ALL customer representatives Value Proposition Summarize Business Needs Established further Needs through Q&A -introductions (1 marks) -relevant icebreaker (2 marks) -agenda (2 marks) -relevant rapport building (5 marks) -Simple (2 marks) -customer benefit declared (2 marks) -measures of success (2 marks) -seller's product/brand declared (2 marks) -relevant case analysis presented of all initial customer needs -2 additional open-ended relevant questions asked: Q1: Q2: For each of a min. of 3 features: F1 F2 F3 _link to customer need made (1-marken) feature is detailed (1 mark ea.) advantages are clear (1 mark ea.) customer benefits detailed (3 marks ea) engaging demo (4 marks ea.) Engaging FAB Service Demonstration Linked to Customer Needs (slides must bring demo to LIFE) -focus is on solution investment vs. cost - detailed ROI, NPV, DPP analysis presented Financial Solution Investment Analysis Objective Handling (assume price, service and timing) Relevant Close -Team effectively utilizes LAARC Method: #1L #3 L Testimonial or a Summary Benefit close utilized effectively (no trial close required) - Professionally prepared (5 marks) -Effective Terms/conditions outlined (5marks) Contract Formalized PPT Quality (3 marks each) Organization has logical flow (cover page, content, references etc.) Multimedia is relevant, attractive and engaging including demo of service via links or other relevant means) Language is error free Exceptional APA references and citations Appearance Overall is appealing proper use of white space, background, transitions etc.) Total Marks 124 marks 10% Criteria Potential Marks 10 Earned Marks Observations/Comments Content Details Content follows sales process steps sequentially and is comprehensive Report Organization Logical flow and clarity of ownership (student contributions per sections) documented Writing Mechanics Error free (spelling, grammar, punctuation) Evidence of continuing idea development and ongoing critical thinking Script includes appropriate facts and relevant details to support main ideas throughout with consistency while adhering to the sales process. Word choice and sentence structure Enhanced style and affect - sophisticated use of business language APA Reference and supporting citations Completed and correctly formatted. Minimum of 6 different references included. Comments: Total 90 marks 110% Please can you make a written script for this case I already post the points and criteria to write a script thank you so much