Sales Management & Strategy

Main task

A specific product or service of an organisation developing the elements bellow for supporting the salesmen for their customer contact and also the sales managers for their approach.

Students will deliver a compelling sales pitch business report explaining in the Board of Directors of an organisation how will be developed the sales approach for a specific product or service. Students must justify its effectiveness according to key indicators of the market and apply theories learned in class.

Communication in the business setting is persuasive in nature. You are constantly selling yourself, your ideas, or products and services to customers. The goal of this assignment is to help you develop the skills necessary to prepare and deliver a compelling sales pitch. To achieve this goal, you are required to pitch a product or a

service of your choice. The goal is to persuade your audience to “buy” your idea. Keep in mind that the pitch must be supported by solid analysis.

For each element, I combine the relevant theory for having a ground understanding and then explaining how these could be developed for the specific product or service for the organization.

For all the elements theory, means citations with the appropriate references + implementation Start with the second element
Elements to address by your pitch and grading distribution:
1. Attract the attention of the customer (15%)

You need to build a solid opening statement or headline.

It is the key need that you service, or product can give you, then you convert it in a statement

2. Identify the customer’s problem (10%)

Clearly identify the complex set of needs and problems that the product/service can solve

Explain what a problem and a customer is need

3. Build Interest for the customer (10%)

You must be able to establish a relationship with the customer. Demonstrate clearly that your

product/service has the solution to the problem

How we develop a relationship with a customer for changing his/her trust approach

4. Give a Testimony (15%)

Introduce benefits for the audience by showing how other customers have received the product/service.

How you will persuade the customers to give a testimony in the social media

5. Validate the possible objections (15%)

Accept the underlying concerns that the customers have about your product/service.

One of the first steps are not study your competitors, also the reviews for your products answering many times the objections before to come out

6. Create desire (15%)
Help the customer come to a decision about your product/service.
Giving something that it is not only a better price that pushing the customer for taking a desicion

7. Move the customer to action (20%)
You must be proactive by asking for a decision for the customer. Given an incentive to act now.