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Northwestern Mutual role play planner FA21 - Tagged.pdf -...

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MKT 451 NORTHWESTERN MUTUAL ROLE PLAY PLAN OUTLINE(UPLOAD ON BLACKBOARD TO SUBMIT)Sell to a Northwestern Mutual agent in the sales lab.YOU WILL BE SELLING TERM LIFE INSURANCE IN THIS ROLE PLAY.BE SURETO SEE THE BUYER FACT SHEET THAT IS AT THE END OF THE ASSIGNMENT.Be sure to google “term life insurance” so that you have at least a rudimentaryunderstanding of how it works.You this role play you will need to plan for an eight-minute role play.Please respect this and do not go over this time limit.You willupload your completed video to Goreact and not to Blackboard.The role play planis uploaded to blackboard, but not the video.Your video will be captured in thesales lab.Just prior to your presentation, you are required to submit this outline on Blackboardand one to our client, Northwestern Mutual.Do not write this outline in scriptformat as that destroys the conversational tone of the role play. You areallowed to bring your outline into the role play, just resist the urge to read off it.Outlines with questions that are not written in complete sentences are preferable.Your role play outline should include your name and section and be at least onepages single spaced, 12 point Times Roman type, one inch margins (500+ words). Itshould address the following (please number each of the four SPIN selling stages):I.Opening:Refer to your class slides for suggestions on how to handlethis step.Be sure to check if the time frame still works, state thepurpose, ask permission to take notes, engage in some rapportbuilding/small talk, check the decision maker, etc.You will be calling aprospect that was originally referred to you by his/her friend.You willhave briefly spoken with the prospect on the phone when setting up thisappointment.Refrain from mentioning that the referrer (nominator) hadmentioned the prospect was “in the market” for or “in need” of afinancial product such as life insurance (it’s okay to mention othercomments by the referrer, just not these).Feel free to offer a businesscard for future contact purposes.Attempts at finding common groundshould be personalized and followed up with a question (e.g., “Tom tellsme you’re…How did you get started in that…?.”) rather than genericstatements to demonstrate limited forethought such as “Can you believethis beautiful weather in January?” or “How was your weekend?”Remember to keep the rapport conversation centered on the prospectand not about you.a.This section should also include abuyer-orientedstatement ofpurpose.You will also be evaluated on the effectiveness of yourverbal and nonverbal communication. In this role play, the prospectdoes not recognize they have a need for life insurance and certainlyhas no urgency to fix their problem.

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Term
Spring
Professor
AllenD.Schaefer
Tags
Term life insurance

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