MKT3680:Professional Selling

Assignment 2 – 20%

INSTRUCTIONS:

You need to make a group of four members and fill out the attached Sales Dialogue Form.

Sales Dialogue Template prepares the salesperson for a sales meeting and the following presentation. This
is the planning phase of a sales pitch scenario.

1. You need to decide on the company you would be representing and the company you would be
approaching to pitch your sales.
2. Your Sales objective i.e. purpose of the sales call needs to be clarified from the beginning and you
need to clearly state your Value Proposition.
3. You need to thoroughly research on the Prospect through Pre-approach; where you need to know
which all departments would be affected by the purchase of your solution – what are the basic
motives of the company purchasing your product/service and the benefits it’ll provide to the
Prospects.
4. Plan for the first few minutes of your sales call; plan ahead for the ADAPT
5. Anticipate the customer Queries in advance & plan your responses before approaching the prospect.
6. Decide on how you plan on gaining the commitment of the prospect & your follow-up plan.
 SALES DIALOGUE TEMPLATE

1. Prospect information
A. Company and key person information

Company Name : Star world LTD_____________________ Type of Business: Moblie phones

manufacturing_______

Prospect’ s Name: Key Decision Maker : Donald ____________ Job Title: Account Manager
________________

B. Other influences on Purchase Decision. For all key people involved in the buying process,
provide names, job titles, departments, and roles in purchase decisions.

Name : Job Title Departments Role in Purchase Decisions

Even ( purchase manger) Purchase Department Verifying products

Joy ( sales representative) Sales Department Selling

2. Customer Value Proposition: A brief statement of how you will add value to the prospect’s
business by meeting a need or providing opportunity. Include a brief description of the product
or service:
Announcing the actual product as per the Product can be bought on our website.
demand in the market.

Product will contain all the necessary features Customer service will be available seven days a
such as camera, huge storage and also health week.
sensors.

3. Sales Call Objective: (must require customer action such as making a purchase, supplying critical
information. Etc.)
Our sales call objective is to build customer relationship and also to increase the sales and profit in
the market.
 4. Linking Buying Motives, Benefits, Support Information, and Reinforcement Methods: This
section should address the buying motives of all persons who will be involved in the upcoming
sales call.

A.Buying Motives: What is B. Specific Benefits matched C. Information D. Where appropriate

more important to the
prospect in making a
purchase decision?
Rational motives include
economic issues such as
quality, cost, service
capabilities and the strategic
priorities of the prospects
company
Emotional Motives include
fear, status and ego related
feelings. List all relevant
buying motives in order of
importance.
Cost
Quality
Continue listing all relevant
buying motives & information in
Column B,C,D
to buying motives
Benefits to be stressed are
arranged in priority order
(sequence to be followed
unless prospect feedback
during the presentation
indicates an alternative
sequence). Each benefit
should correspond to one
more buying motive.
Lowest cost as an advantage
to the buyer.
We offer premiere quality
product
needed to support methods for
claims for each reinforcing verbal
benefit content (AV, collateral
material, illustrations,
testimonials, etc.)
Next day delivery Break-even chart in
can be offered. order to reveal how
quickly customers can
No extra charges. regain the investment
in the product.

5. Current Suppliers (if applicable) and Other Key Competitors.

Competitor Strengths Weaknesses

Complete for all key Competitors Reasonable prices and customer It is categorised as a budget
support always available. product.

6. Beginning the sales Dialogue:

Plans for first few minutes of the call

Introduction, Thanks, Agenda Agreement. Then begin ADAPT as appropriate.

Assessment It is assessed and accepted globally.
Discovery Star world LTD has discovered full screen display phones.
Activation It will be already activated.
 Projection If current market product has better quality, what effects would be seen on our
business.
Transition to Presentation As quality is important, we have to ensure that quality of our product is best. So, if
we could show that quality of our product is better would you be intrested.

Note: The ADAPT process might take place over several sales conversations during multiple sales calls. In other
cases, it might be concluded in a single sales call, then immediately followed by a sales presentation

7. Anticipated Prospect Questions and Objections, with Planned Responses.

Include a comprehensive set of Questions and Objections with your corresponding responses.

Questions & Objections Responses

1. What would be the base price? Will be mentioned in deal and will be ranging between 300 to 500
2. What are the buying options? Contract, deal and credit
3. Any discounts? Will depand on the contract.

8. Earn Prospect Commitment:

A preliminary plan for how the prospect will be asked for a commitment related to sales call objective
If you are interested in our product you can sign deal with us, or either you can buy on contract basis.

9. Building Value through Follow-up Action.

Statement of follow up action needed to ensure that the buyer-seller relationship moves in a positive direction
We hope that our product will be as per your needs and out of profit some percentage will be shared with you
as discount. In future if you wish to take any other service from us feel free to reach us anytime.