Assignment 4: Prepare a Sales Presentation (10%) Instructions
In this assignment you will prepare some material that you will use in a sales presentation. Do not contact any prospects from
your list at the moment, that is for your next assignment after you have studied the closing and customer service steps in the
sales presentation process—presented in Module 5.
A. Review Feedback from Earlier Assignments
Before beginning this activity, you should review the feedback from your Open Learning Faculty Member on your Integrated
Assignment Plan (Assignment 1.2), and on Assignments 2 and 3 to confirm that you have a clear understanding of the nature
and quality of work that your Open Learning Faculty Member expects of you.
B. Complete the Assignment
In a report of approximately 1,500–2,000 words, plus a ten-slide PowerPoint presentation, document the following:
1. Approach Strategies (400–600 words) (20 marks)
Create a table or bulleted list for each of the seven different approaches discussed on pages 241 to 246 of your textbook,
and apply these approaches to your product/service choice. Include a description of when each approach would be
used. It can be a situation or the communication style of your prospect. Then write a brief script (2–3 lines) of what you
would say in that situation. (14 marks)
Prepare three different scripts for the telephone method and three other scripts for email (six in total). For each script,
you need to identify which approach you have used. It must be drawn from one of the 7 approaches from your textbook.
2. Questions (300 words) (10 marks)
Prepare at least ten questions that will help you to understand the prospect’s needs and to advance the sale.
For each question, identify which of the four types of questions they are (survey, probing, confirmation, or needsatisfaction). Be sure to review these questions types from your textbook when matching your questions to the question
type. You should use all four types of questions when writing your ten questions.
3. Presentation (minimum 10-page PowerPoint presentation, to be submitted in a MS PowerPoint file) (20 marks)
Prepare a PowerPoint presentation that includes the key points you want to make in your sales presentation. Remember
that this information will be interspersed with your questions, so carefully consider the order of your presentation.
Research appropriate resources, and find a presentation style or format with will fit well with your product choice and
the selected target audience. There is no “one-size fits all” format. Remember, the slides are used to guide your
presentation, not to be read by your audience.
Include personal notes that you will use when presenting to your prospects. (Click to add notes at the bottom of each
slide, or use the Notes Page option under the View tab in PowerPoint).
4. Sales Script Outline (800–1,100 words) (20 marks)
Use the personal notes that you have written to draft a point-form outline of a script for your sales presentation.
Use a table to show the slide number, the purpose of each slide, and what you will say at each slide.
Anticipate the flow of your presentation (i.e., how your prospect would respond), and write the script in a conversational
format. This table should include your questions, some anticipated responses; and when/how you will introduce
different questions, comments, and the PowerPoint slides..
Assignment 4 Checklist:
Did you put your name, student number, course number and assignment number on the cover page of the document?
Did you complete all the required elements?
Did you use information and terminology learned in this course?
Did you support your statements with specific examples?
Did you cite references, using APA referencing format?
Did you ensure that there are no spelling mistakes?
Is your report grammatically correct, clear, and well organized?
Have you tried reading your work out loud to ensure that it makes sense?
Be sure to save your assignment as a Word document and name it: MKTG3451_Lastname_A4.doc. Save your PowerPoint
document and name it: MKTG3451_Lastname_A4.ppt.
Submit your assignment through the assignment submission tool in your learning management system. You can only submit the
1. Completeness of the assignment:
1. Approach strategies (14 marks)
2. Six full scripts (6 marks)
3. Questions (10 marks)
4. PowerPoint presentation (20 marks)
5. Sales script outline (20 marks)
2. Clear rationale for answers /15
3. Appropriate use of terms and concepts /5
4. Effective organization and presentation (e.g., spelling, grammar, punctuation, and APA citation) /10