2904655_PS_Assignment_5_Written_Project_Report_S-2_4.doc

Analysis of the selling process which must include a

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Analysis of the Selling Process, which must include: a. How did your salesperson prepare for this call? This section might include a summary of long-term and short-term sales and call objectives and strategies. b. What opening techniques were used? c. What type of presentation was made? d. How were objections handled? e. Did your salesperson close? What techniques were used? f. What follow-up arrangements were made? 4. Project Evaluation (1/2 - 1 page) {10 points} This section must include: 1. Your personal reaction to the salesperson 2. The salesperson's effectiveness, in your opinion 3. What you learned from the project 4. Your feelings about the project 5. Any benefits you might have gained directly from the project. (i.e. job offer, interview, etc.) IMPORTANT : As your paper is graded for content, this checklist will be used to assure that each of these topics have been included. Of course not every sales call progresses formally through all these steps. Deal with the steps that were used in the call, being sure that you indicate what steps were not covered and why . The most important goal of the project is to note how your salesperson employs the selling process, and how he or she adapts it to the needs of the situation. This assignment is worth 50 pts.
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