Selling%20Plan%20Guide0

Selling%20Plan%20Guide0 - Mark 3337 Team Selling Project...

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Mark 3337 Team Selling Project     PART II: SELLING PLAN - GUIDE  The purpose of the selling plan is to prepare your team for a successful sales call.   This is to be a 2 or 3  page report, if it is over 3 pages (4 with a cover page) there will be a point deduction.  It must include the  following, each of which will be described in more detail below:      Value Proposition   Features/Benefits Summary  Competitive Advantage    Business Proposal/Proposed Contract     Value Proposition   A value proposition is a clear, concise statement (usually 2-4 sentences) of the unique, tangible benefits a  customer gains from using your product or service, along with the reason your product or service is superior  to available alternatives. The more specific your value proposition is the better.     One approach that can work well is to include in the first sentence: For (target customer) who   (statement of the need or opportunity), the (product/service name) is a (product/service category) that  (statement of benefit).   Then the second sentence may include: Unlike (primary competitive alternative), our  product or service (statement of primary differentiation).     For example:   For  electronics industry manufacturers 
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Selling%20Plan%20Guide0 - Mark 3337 Team Selling Project...

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