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RSS_7_Assignment__RSS_Presentation_Outli - When submitting...

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Memorandum To: All ABM 222 Students From: Larry Zink, Instructor - ABM 222 LTZ Date: January 9, 2012 RE: RSS Assignment 7 - RSS Presentation Outline This memo concerns RSS 7, which is due on Thursday March 29 th , 2012. For this assignment, I want you to develop an outline for your RSS Presentation. Although adaptive selling techniques should be used, outlining a presentation helps a salesperson plan their sales call and helps them stay on track when conducting the sales call. This outline may be longer than one page. This assignment will help you prepare for the RSS event April 12th. When completing the assignment please bullet the items as follows as you complete each one. RSS Assignment 7 must be submitted via the Angel drop box for the given assignment. The assignment must be submitted by 11:55 p.m. March 29th. Assignments must be submitted as word documents.
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Unformatted text preview: When submitting assignments they must be submitted in the following manner: Your last name and then the assignment description. Example: Zink RSS Assignment 7 Spring 2012.doc The outline should cover the following: I. Your Sales Call Objective and Back-Up Plan Objective II. • The Opening and Probing make sure the probing questions are suitable relative to your sales call scenario. III. • Features • Benefits • Making Selling Points (compare to competitors’ products) IV. • Anticipated Objections • Objection Handling V. • Trial Close • Primary Close • Secondary Close • Close on Back-Up Plan Objective VI. • Backup sales info (competitors’ info in a one-sheet format ) Good luck with the assignment! If you have any questions, please see me. 10 points...
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