Devry MKTG420 course project

Your completed assignment will be a formal sales presentation that
will be written up in a paper of approximately 10 to 12 pages in length
(this would be roughly 1 page per area included in the report), 10 point
font, double-spaced. You will select the topic, which will include
deciding on the product or service that you are selling and describing
your customer scenario. The submitted assignment should include a cover
page, table of contents, introduction, body, summary or conclusion and
works cited.

Even though this is not a scientific-type writing assignment, and
is mostly creative in nature, references are still very important. If
you access other sources, such as websites or publications to prepare
the assignment, then these should be listed on the last page titled
“Works Cited”. At the very minimum, the text and online course resources
should be cited.

All DeVry University policies are in effect including the plagiarism policy.

Final presentations are due during Week 7 of this course.

Any questions about this assignment may be discussed in the weekly Q&A Discussion topic.

This paper is worth 200 total points and will be graded on quality
of topic, quality of content, grammar and sentence structure, use of
citations.

Grading Rubrics

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Category

Points

%

Description

Documentation and Formatting

20

10%

The assignment should include a title page, table of contents,
objectives, presentation including script or cohesive notes, references.
Correct grammar, spelling and punctuation are important.

Organization and Cohesiveness

20

10%

The format, flow of ideas and presentation should follow the
Interactive Sales Process (which can be reviewed in the Week 1 lecture,
Interview With The Super Sales Rep: The Interactive Selling Process) by
including prospecting, pre-approach, approach, presentation, closing,
anticipating and handling objections, and planned follow up.

Editing

100

50%

How effectively the content of the assignment addresses each of
the steps in the interactive selling process and presents a clear and
effective solution for the customer.

Script Content

60

30%

An accompanying script that clearly articulates points to be
made in the presentation. While the presentation itself may contain
bullets and be succinct as a useful presentation/sales aid, the script
should be written in clear and complete sentences that address the
points to be made in the presentation.

Total

200

100%

A quality paper will meet or exceed all of the above requirements..

Best Practices

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The following are the best practices in preparing this assignment.

Cover Page

– Include the customer name for which you have prepared the presentation, your name and company /product name, and date.

Table of Contents

– List the sections of your assignment and the pages on which they are located.

Format

– Use a header on your paper. This will indicate you are introducing your paper.

Body of Your Report

– Use a header titled with the name of your project. Example:
“Sales Presentation to Hotel X”. Each assignment should include the
following sections:

Prospecting

– description of the customer (an organization, not an
individual) and your company product or service. Some examples might be:

Customer is a construction firm and you sell heavy equipment

Customer is national chartered accountants firm and you sell office supplies or photocopiers

Customer is restaurant and you sell restaurant kitchen equipment

Customer is small retail grocery chain and you sell a line of frozen prepared organic entrees

Pre-Approach

– include why you believe that your customer is a qualified
prospect, some background information on the customer that you will use
to build rapport and understand their needs, company information and
data about their products and services. Your customer can be real or
fictional.

Approach

– discuss how you will get your prospect’s attention in the call
and establish rapport– plan some ice breaker comments and anticipate
“the problem,” i.e. customer needs. What is your presentation call
objective? How will you verify whether the anticipated “problem” is
correct?

Presentation

– include 4 or 5 key points about your product/service that will
address the customer’s needs, and effectively describe their features,
advantages and benefits as directly related to customers’ needs. You
may choose to use some of the following methods to present your
solution: Demonstrations, customer testimonials, displays, samples and
prospect participation. For this section of your assignment, you will
include the actual presentation sales aids that you will use accompanied
by a script.

Handling Objections

– anticipate objections that may come up and describe how you
will handle them. Some objections may relate to competition, price,
product function, terms of the sale, etc.

Closing

– plan to ask for the order- include a plan that describes how you will ask and what you will ask for.

Follow Up

– include a plan of follow up after the call.

Conclusion

– Summarizing is similar to paraphrasing bur presents the gist of
the material in fewer words than the original. An effective summary
identifies the main ideas and major support points from the body of your
assignment. Minor details are left out. Summarize the benefits of the
ideas presented and how the presentation was effective.

Work Cited

– Use the citation format as specified in the Syllabus.

Helpful Hints

Additional hints on preparing the best possible project.

Prepare an outline of your research paper before you go forward.

Complete a first draft and then go back to edit, evaluate, and make any changes required.

Use visual communication to further clarify and support the written part of your report.

Example graphs, diagrams, photographs, flowcharts, maps,
drawings, animation, video clips, pictograms, Tables, and Gantt charts.

You may want to review the following course information for guidance in preparing this assignment:

Week 1: Interview with the Super Sales Rep: The Interactive Selling Process (ISP)

Weeks 1-7: Test Your Knowledge Exercises that cover the elements of
the Interactive Selling Process (ISP) (end of each week’s lecture)

Week 4 Knockout Sales Presentation Tutorial

Chapters 3, 4 and 5 in the text