P4-The+Selling+Process

=Project 4-It's All in the Process!=

So, now you've been introduced to the key function of selling. Think you have what it takes to be a successful sales person? Let's see! Utilizing information from the Selling Process page and from Peter Matthews article: //The Selling Process: Steps to Success,// student teams will develop a sales pitch for the sports ball they researched for the Product Planning Project. Teams will post their sales pitch on their Selling Process wikipage. In addition, teams will develop a short PowerPoint presentation that coincides with their sales pitch (Remember that your PowerPoint presentation should //support// your written sales pitch, not //repeat// it). Student teams will then record their sales pitches and create a short movie in MovieMaker. Videos will be uploaded to the team wikipage.

[|Peter Matthews-Selling Process.pdf]

Sales pitches must contain the following steps 1. Meet and Greet: This is the icebreaker that will help customers feel relaxed. 2. Qualifiying the customer's needs. 3. Presentation/Demonstration of your product. 4. Overcoming customer objections to the product. 5. Closing--ask for the sale!! 6. Follow up--building a relationship after the sale.

PowerPoint Presentations must include the first 5 steps and must include a plan on how the company plans to follow up with its customers. Student teams will be graded utilizing the following rubric:


 * **Criteria ** || **4 ** || **3 ** || **2 ** || **1 ** ||
 * Content of sales pitch || Reflects clearly and accurately all 6 steps in the sales process || Reflects somewhat clearly and accurately 4-5 of the steps in the process || Reflects 2 of the 4 steps; however, the areas are difficult to define || Does not reflect clearly the 6 steps in the sales process ||
 * Neatness of written sales pitch || Has no typographical errors; is legible and easily understood || Has only 1 typographical error; is legible and easily understood || Has two or three typographical errors; is somewhat legible and is not easily understood || Has multiple typographical errors; is not legible and confuses the reader ||
 * PowerPoint Presentation || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Reflects clearly and accurately all 6 steps in the sales process || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Reflects somewhat clearly and accurately 4-5 of the steps in the process || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Reflects 2 of the 4 steps; however, the areas are difficult to define || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Does not reflect clearly the 6 steps in the sales process ||
 * <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt; text-align: center;">Neatness /Professionalism of PowerPoint || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Has no typographical errors; is legible and easily understood; uses appropriate transitions, animations, graphics || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Has only 1 typographical error; is legible and easily understood; uses some appropriate transitions, animations, graphics || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Has two or three typographical errors; is somewhat legible and is not easily understood; may use some transitions or graphics, but they are not appropriate || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Has multiple typographical errors; is not legible and confuses the reader; may use some transitions or graphics, but they are not appropriate ||
 * <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt; text-align: center;">Oral Presentation || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">All team members participated; presentation was well rehearsed—used eye contact and audience participation || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">At least 75% of team members participated; presentation was fairly clear—used eye contact, but no audience participation || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Only 50% of team members participated; presentation was not rehearsed, used no eye contact or audience participation || <span style="display: block; font-family: 'Arial','sans-serif'; margin: 0in 0in 0pt;">Only 1 team member presented; and/or presentation was not rehearsed, used no eye contact or audience participation ||