Mktg 354 Sales Presentation Paper Guidelines

Cover Page

Approaches - use all approaches from your text in your paper at least once, and label them as to type.

Presentation - Sell your product, and use FAB Statements in either dialog or table form extensively. Also, create objections to the product and how to handle them in short dialog form.

Marketing Plan - how you and/or your company will help the customer resell the product or use it in their business. Use FAB Statements in either dialog or table form extensively. Also, create objections to the marketing plan and how to handle them in short dialog form.

Business Proposition - (or what's in it for the buyer) - This includes a detailed suggested order showing costs, discounts, profits (or total net savings from all sources if they are using the product in their business), ending in their projected ROI for buying today. Use FAB Statements in either dialog or table form extensively. Also, create objections and how to handle them in short dialog form.

Closes - Use all closes from the text at least once in your paper. and label them. Remember, in your presentation, you must ask for the order at least 4 times using different closes, and be turned down at least 3 times for various causes/reasons. So, create objections to buying and how to handle them in short dialog form. Simply waiting for the buyer to volunteer to buy is totally unacceptable.