The final project (Project #2) in BUS201 - Professional Sales is to develop and demonstrate a complete sales presentation.

Please refer to your SALES Activities to put this presentation together.You will have done much of the work in these activities but now you need to put it all together.

You must demonstrate that you understand the concepts from chapters 8 through 11.

You willscript out your sales presentation from both the salesperson and the customers sides. Please use your sales activities as a foundation for this presentation -

• starting from the approach
• working through the FABS
• incorporating how you would use your visual aids
• talking about your marketing/customer benefit plan
• working through 2 objections from the customer and finally...
• asking for the sale!

What you need to include in writing to me:

1. Your customer profile - who are you calling on - please create a customer profile using the examples from the text. (10 points)

1. SPIN call (Presentation -Fact Finding approach using open-ended questions) - script the call out - Chapter 10 (20 points)

1. Two major objectives (not objections) you want to accomplish in your presentation -what do you want to accomplish? (10 points)

1. FAB Chart -SALES 1 (5 points)

1. Customer benefit-plan (Marketing Plan, Business Proposal - Proposition) -SALES 3 (5 points)

1. Presentation script (two-way conversation between you (seller) and the buyer. The presentation must include: (150 points)

• Approach (Introductory), that recaps what you learned in the SPIN call
• FAB presentation on product/service, Marketing Plan & Business Proposal using a technique called S.E.L.L. including trial closes (presented in chapters 4 & 11)
• Overcoming a minimum of two objections (using techniques presented in chapter 12)
• Close (chapter 13)
• Follow-up statement about what you plan to do after-sale.