In the second half of this course, you will work in pairs to conduct a B2B Sales Presentation. From your Written Reports #1,2, you know your product that you are selling, you have conducted Prospecting activities, done your Pre-approach planning to be ready for your meeting, you started off yourmeeting well with a brief chat about something that connects you, and you asked a few questions to confirm that your Prospect's business will benefit from buying your product.

It is time to finish off your sales planning:

NOTES:

Please continue to work with the same partner or on your own.

How to Complete & Submit your work

Open the original MS Word document for Written Report #2.o Feel free to edit/enhance the original content of your earlier report based on feedback, new information or if you notice other errors/typos. Please use bullet point format for your document as much as possible.o Bullet points should be phrases or short sentences; not paragraphs. At the end of your original report, add the following new content:o Approach: Based on your Pre-approach research, list something about your prospect (the person) that you can reference to help build a rapport with him/her. Provide an explanation, if needed. (Ex.: This could be something that you know about your prospect from his/her LinkedIn profile that you have in common.)o Needs Identification: List two (2) questions you will ask your prospect to help you identify whether his/her business needs your product or would benefit from purchasing and using your product. List & explain two (2) points about your prospect company, based on your research, that you believe will make them interested in buying your product. Explain each point enough to make sure it is clear.o Presentation: Choose two (2) features or benefits of your product that you think will be the most important in convincing your Prospect to buy. This is probably what you will focus on the most in your presentation. Explain each point enough to make sure it is clear.o Handling objections: Give two (2) objections that your Prospect will raise during your presentation. Please use a stall for the second objection. Use quotation marks ("...") to show exactly what your Prospect says. Give your response to each objection. Use quotation marks to show what you will say to overcome each objection.o Closing: Give a brief, one sentence "Elevator Pitch" statement to make at the end of your presentation that will summarize for your Prospect the benefit of buying your product. Give your new document a new file name (e.g. MRK335 B2B Final Sales Plan), save it as a PDF and submit it in the dropbox in MySeneca by the due date/time.