Scenario: You have just been hired as an account executive for Sony Corp. in the Video/Monitor/Electronics division. You

[answerhappygod]

Scenario: You have just been hired as an account
executive for Sony Corp. in the Video/Monitor/Electronics division.
Your territory is from San Fransico to San Diego. You have
completed a training course with Sony. You are now aware of your
product's features/benefits, company history, warranties, and your
competition. Your company has provided you with a manual, price
list, a referral list of previously sold large accounts, brochures,
and service records. You have not been trained in sales skills by
Sony because you were hired as an experienced
salesperson.
Situation: In reviewing your new job with a former
fellow student of the college, you discover that the college
district is in need of new electronic projection equipment. Your
records indicate your territory is servicing San Fransico Community
College for the same equipment. In reviewing sales records you find
in the notes that NEC, EPSON, and SONY competed for the business in
San Fransico and SONY was awarded the contract. You have made a
call to a former professor who referred you to the purchasing
director of the College District. You have learned the director
himself is a direct communication style with a supportive
communication style administrative assistant. The decision on this
equipment is to be made in one week and NEC has already presented
its proposal. You do not know the actual prices but records show
NEC generally will come in with a higher bid price than Sony but
offered 4K in San Fransico. You may make whatever other assumptions
you feel you need to achieve your goal.
Mission: Get the business.
Question: How are you going to get the appointment? What
other information do you need and how will you get it? Use the
6-step Presentation Strategy Checklist and, put together the mental
discussions you would have with yourself over the decisions you
will need to make.
Requirements:
1. Approach. Preparation for the approach involves
making decisions concerning effective ways to make a favorable
first impression during the initial contact, securing the
prospect's attention, and developing the prospect's interest in the
product. The approach should set the stage for an effective sales
presentation.
2. Need discovery. The need discovery, also commonly
referred to as “needs assessment”
or “needs analysis process," is one of the most critical
parts of the selling process. If the salesperson is unable to
discover the prospect's buying needs and select a product solution
that meets those needs, the sale will likely be lost.
3. Presentation. Three types of need-satisfaction
presentation strategies are available to adapt the sales
presentation to the needs of the prospect. After deciding which
strategy to use, the salesperson carefully prepares the
presentations following the guidelines presented. Selling tools or
proof devices are used to demonstrate and document the benefits
presented.
4. Negotiation. Buyer resistance is a natural part of
the selling/buying process. An objection, however, does present a
barrier to closing the sale. For this reason, all salespeople
should become skillful at negotiating resistance.
5. Close. As the sales presentation progresses, there
may be several opportunities to confirm
and close the sale. Salespeople must learn to spot
closing clues.
6. Servicing the sale. The importance of developing a
long-term value-adding relationship with the prospect has been
noted in previous chapters. This rapport is often the outgrowth of
postsale service. Learning to service the sale is an important
aspect of selling.
1. 6 “full” pages (Plus the Sources Page)
2. Category titles
3. Word Usage (its, it’s, there, their,
they’re)
Number Usage (five products, 175 employees, $1.5 million
in sales)
Apostrophe Usage (Wilson’s products, Starbucks’
sales)
Punctuation (... , ; .)
Sentence Structure (less than 20-25 words per sentence
is best)
Paragraph Structure (8-12 lines per paragraph is
best)
4, Body of Text: Cover each of the areas listed in the
Final Project overview.
Outline
Research
Plan
Getting the appointment
Presentation
Follow up
Please help me understand this and put it
together!!!