Paper – professional sales call plan | MAR6930 | University of Florida

Jul 15, 2023

For this paper, you will prepare a sales call plan to be used in an imaginary sales call in your entrepreneurial venture. 

The selling task should be either an entrepreneurial venture or a B2B sale introducing an innovative product, involving a product with some complexity. 

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DO NOT use simple products or selling contexts where you are simply responding to “walk-in” business (i.e. boutique, restaurant, simple retail). 

You will write out your call plan and how you will handle the interactions with the customer. 

Prepare a call plan for that selling task. 

This paper should be approximately 2000-2500 words, Times New Roman, 12 font, single-spaced. 

Follow the selling model we have been using:

  • Briefly describe the company you work for and the product you are selling.
  • Describe the target customer, their use of the product, needs, decision criteria, etc.
  • Write out your purpose statement and 5 questions that you will use to build rapport.
  • Write out open and closed questions that will get the customer to reveal their needs.
  • List the top 5 features of your product. Write out your benefit statement for each.
  • List the top 5 objections that you anticipate. Write out your response to each.
  • Write out 2 closing statements.
  • Note that part of the grade will be the quality of the writing, organization, grammar, etc.

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