MKT2080 Final Role Play Call Planner - Part 1 (15%)

You have been assigned to sell a specific product to potential B2B customers. Your task is to develop a sales call planner that covers all aspects of the sales process. This assignment will help you understand the key components of a successful sales call and how to strategically plan to persuade your target audience to purchase your product. You can use both Part 1 and Part 2 of your Call Planner in your Final Role Play Evaluation later in the semester.

General Information
Partner 1 Name:
Partner 2 Name: (if applicable) Online class does not have partners.
Assigned Final Role Play Product:	referigerators
Identify the Target Audience for your Final Role Play Product. Who are the potential customers? (2 marks)
What are their needs, preferences and buying behaviors? (2 marks)
Who is the Manufacturer of your Assigned Product? If you were not assigned a manufacturer, please research and select one. List here and include a link to the product. (2 marks)
What is SRP? Where did you find this price? Include link to product with price. (2 marks)
Main Competitor to your Final Role Play Product. Include a link to the competitive product. (2 marks)
List 1 strength and 1 weakness for the competitive product listed above. (2 marks)
Your Assigned Product Information
FAB - Benefits-based selling with supporting information will lead to more sales. What are the features and benefits of the product? What makes it unique and desirable compared to similar products in the market? (2 marks for each FAB line- remember they must tie to each other)
Feature List one feature per box	Advantage Performance Characteristic	Benefit Something that will matter to the customer, the so-what?
1.
2.
3.
Customer Value Proposition A concise statement of how you will add value to the prospect's business by meeting a need or providing an opportunity. Include a brief description of the product you will be proposing during your final role play meeting.
Description of Your Product: (2 marks)
Value Proposition Statement(sentnce): (2 marks)
USP (Unique Selling Proposition): (2 marks)
How can you communicate its value to the customer? (2 marks)
Prospecting Information
Think about the criteria for your ideal Prospect for your Final Role Play Product. You will be focusing on small to mid-size companies located in Ontario only (not large companies). Name, address, phone, key contact in the organization: who they are and their title.
List 3 criteria for a Prospect that would fit your assigned product. What are the common attributes that this ideal prospect would have? See Chapter 6 in the text for more information. (2 marks)	1. 2. 3.
Research 3 small or mid-sized real-life companies that fit your criteria above that you would contact to set up a sales call to sell your product. The companies should be in Ontario, Canada. List the company details in each section, research who the appropriate person to contact would be on their website or LinkedIn Profile. Please note: Companies such as Walmart and Canadian Tire are large companies and will not be accepted for this assignment.
Company 1: (2 marks)	Name: Head Office Address: Head Office Phone: Link to their Website: Contact Name/Title: Why do you think this prospect is suitable for your product?
Company 2: (2 marks)	Name: Head Office Address: Head Office Phone: Link to their Website: Why do you think this prospect is suitable for your product?
Company 3: (2 marks)	Name: Head Office Address: Head Office Phone: Link to their Website: Why do you think this prospect is suitable for your product?
Your Pre-Approach Plan
Pre-Approach Plan- Select one of the Prospects you researched above (the best one!) The remainder of this Call Planner will be completed with this Prospect in mind.
Name of Qualified Prospect: (2 marks)
Why did you choose this Prospect: (2 marks)
If you were to enter this Prospect into your CRM (Customer Relationship Management) program such as Salesforce, what details would you include? List those details here: (2 marks)
Sales Call Objective What do you wish to achieve in this meeting? Make sure you set a SMART goal. (2 marks)
Marketing Plan details (example: location in store, advertising details, in-store promotional material, return policy, warranty, spokesperson, push and pull strategy). Make sure they are applicable to the assigned product or service and to the prospect you have selected: (2 marks)
Business Proposition (may include the cost of your product, SRP, margins, incentives that you would offer the buyer) (2 marks)
Recommended Order: (2 marks)
Negotiable Details (may include training, free samples, contest paid by supplier, be creative with your ideas here) (2 marks)
Planning the Approach
This section includes what you would say to the prospect either on a cold call or your first meeting. For the prospect you have selected above, script two different approaches for your assigned role play product. State the approach and write what the salesperson will say exactly. Remember, the approach should match the prospect you have selected. All Approaches listed below should be sourced from the lecture material or your textbook.
Approach 1
What approach would you use for this Prospect: (2 marks)
Why did you choose this Approach: (2 marks)
State exactly what you would say (a script) to the customer: (2 marks)
Approach 2
What approach would you use for this Prospect: (1 mark)
Why did you choose this Approach: (2 marks)
State exactly what you would say (a script) to the customer: (2 marks)
How will you build rapport with your prospect in your first meeting? (2 marks)
Needs Analysis
Create 5 open-ended needs analysis questions that will uncover the customer's real needs. This will help you tie their needs to your FAB. Keep your selected prospect in mind as you develop these questions.
Question 1 (2 marks)
Question 2 (2 marks)
Question 3 (2 marks)
Question 4 (2 marks)
Question 5 (2 marks)
Sustainability
How does your assigned product/manufacturer handle sustainability? Is your assigned product sustainable? Consider the product packaging. Outline one sustainable policy that you can use to help sell your product. (2 marks)
How does your selected prospect handle sustainability? What is their sustainability policy? (2 marks)