Part 3 The Sales Dialogue Script (value 10%) The purpose of this assignment is to prepare you for your final role-play. In this part of the assignment, you will prepare your entire presentation in written form. It is useful to have in your mind how things should go. Required: Prepare for each stage of your role-play as outlined in this assignment. Please submit your final script on the date indicated on Moodle. Make sure to include your name, the product you are selling and the company you will be selling for on top of the first page. You can write your dialogue word for word, in point form, or in a combination of both. Please see examples posted on Moodle. Part 1 The Sales Approach & Discovery Process (SPIN) Begin your script with the approach and discovery process. If necessary, based on your previous role play of your approach, you may need to modify and update your script outlining the approach and discovery process that you will use when you make your sales call. Make sure to include the following in your approach and discovery process: Step 1. How will you introduce yourself? Step 2. Establish rapport. (How will you find common ground?) Step 3. State your purpose and give an initial benefit statement. In this step you are providing your prospect with an idea of where you are going with this meeting and a reason for them to continue listening to you. Include some transition statement that will lead you from the approach into the discovery process. (Write out the initial benefit statement you will use) Step 4. Develop a SPIN dialogue and include the buyers likely responses to your questions. Include at least : 3 situation questions 3 problem questions 3 implication questions 1 final need-pay-off question