Name

Marketing Project

You are the sales manager for a large company. The Vice-President of sales has asked you to create a sales training manual for the largest selling product. The goal of this manual is to provide new sales people with a reference tool that can be used in order to increase their product knowledge and in turn, increase sales. The sales training manual should include the following:

·  Pick a product or service and create a feature/benefit chart for a product that would require a customer to spend time shopping for and comparing features. These are usually high cost items that require extensive buying decision-making. This chart should include features of the product or service and why these features would be of benefit to the consumer. This chart should be suitable to use as an aide to a novice salesperson. (There is a sample on page 262 of the textbook).

·  Write the preapproach to the sales training manual. Based upon your product identify if it is industrial or retail sales and then explain why. Discuss how a salesperson should prepare in order to sell the product. Provide specific examples and policies for the selling situation that you have selected.

·  Identify the steps of a sale for your product. Include a brief description of each step and why it is important in the sale of your item or service. Prepare a list of ten questions that could be used to determine a customers needs. Begin with general questions regarding use and previous experience. End with specific questions about particular features of the product.

·  Prepare a detailed plan for the presentation step of a sale. For each product feature include what you will say, how you will demonstrate that feature, what sales aids you will use, how you will use them and how you will involve your customer with each feature.

·  Create a section of your sales manual on objections from the customer. Present three objections that a customer would have to purchasing the product or service. One for each of the specialized objection response methods as discussed in chapter 14. Write the responses to the objections as though you were answering the customer. Explain the importance of this step to the entire sales process. Create an objection analysis sheet for the product or service.

·  Write a closing to the sale. Include the importance of this step and how to time it so that it is most effective. Write four different scenarios illustrating how to properly close a sale. Each scenario should demonstrate a different closing method.

·  Write an explanation of the suggested selling techniques for your product. List all the related aids and products that could be used in suggestive selling your product. Write on scenario illustrating suggestive selling.

Keep in mind that this is a manual to use as a training tool. You should make sure that the manual is readable using correct grammar and composition. This project will be due on Tuesday March 22nd. The rubric for grading the material is as follows:

Criteria / Points
Content Information on subject matter / 40
Spelling, Grammar, Composition / 10
Creativity / 10
Organization, neatness / 5
Effort / 15
Professionalism of Document / 10
Readability of the manual / 10