Semester One Final – Sales Techniques Presentation

The key frontline activity of marketing is, you guessed it, sales.

We’re wrapping up the first semester with a major presentation on sales and the techniques that help us prepare for, execute and close the sale. Here’s what you need to do:

• Build slides on ALL the key points in Ch. 12, except the last section, Company Policies and Training.
• The other parts are included in the next three chapters (13, 14, 15) of Unit 5. They will be the key parts of your individual PowerPoint presentations:

1. The Steps of a Sale
   1. Approaching the customer
   2. Determining needs
   3. Presenting the product
   4. Overcoming objections
   5. Closing the sale
   6. Suggestion selling
   7. Relationship building

Don’t forget to end with your Citations page, with bonus points for having outside sources. This will be due on Tuesday, Dec. 11, two days before your final. We may need the 11th and our two-hour final period on the 12th for each of us to give our presentations.

Hot tip: Check out How Stuff Works – “How Sales Techniques Work.” There’s a link to it in our Useful Links area.

Chapter 12 turn-in

Don’t forget to change to ch 12 after your name!! Thanks…

Drop your Chap. 11 here

Ch 11 after your name please…

Ch. 10 turn-in

put ch 10 after your name…

Writing a Department Memo

For the purposes of this role-play, you’re still the Director of Inventory Control, etc. Here’s the setup:

There has been a series of cost overruns threatening the budget of your department. You must send a memo to your staff that lets them know that there will be all kinds of problems if the department can’t get spending and inventory under control.

Explain the situation, then choose a time and place for a meeting. Give this aspect of the communication some thought.

Follow the correct format and submit the memo in the comments.

Remember: Be exact in your use of the proper format.

Business email practice

Now we practice standard forms of business communication. First on the agenda is the business email. We’re going to role-play here:

You: Yourself, Director of Inventory Control, Compaq Division, Hewlett-Packard

Him: John Yoshida, Director of Shipping and Receiving, Mitsumi, Ltd.

Problem: 10,000 CD-ROMs are one week late. Needed for inventory for Christmas season.

Solution: Using the standard form for a business email, write a polite but firm email to Mr. Yoshida telling him he’s got to get these CD-ROMs shipped to Compaq pronto.

Remember, you’ve got to be dead-on with your use of the business email form – for credibility – and have the right tone to get your message across politely but firmly. You want action from a valuable partner company.

Practicing the art of the business letter

Now, we’ve got a scenario to role-play:

You’re the Director of Inventory Control at the Compaq Division of Hewlett-Packard at the world headquarters. You’ve heard there are a few shake-ups going on at Advanced Micro Devices – AMD, the famous microprocessor competitor to Intel – and that department directorships are opening up there.

You need to write a classic business letter – with a HP letterhead with logo that follows the perfect form from Chap. 8 in the book, plus an authentic “to” address for AMD that you’ll find through researching at finance.yahoo.com. You’re writing to AMD’s Department of Human Resources and hoping to reach the Personnel Director personally.

The letter needs to be three paragraphs in which you introduce yourself in the first paragraph, give the details of your interest for discreetly finding a departmental-level directorship job, perhaps in the Department of Production at the main facility, in the second paragraph and, finally, summarize and reiterate your interest and enthusiasm and desire to move forward, etc. in the third paragraph.

Have fun and write at least 150 words in the body of the letter. Enjoy creating your “dramatic narrative,” or made-up story.

Remember: Your credibility starts with perfect form. This is a classic query letter. You don’t get beyond the waste basket unless you look the part.

Copy your final MS Word doc in the Comments area of this post.

Chapter 8 turn-in, Per. 2&3

First name, last name, Ch # at the top, OK?

Be good to the sub and work on your national economies presentation

(Note to sub: Ask the students to “look at the blog” to get started.)

Work hard. I want the sub to give you a good report. Focus on finishing your PowerPoint presentations.

Reminders:

1. Name your country
2. Decide which principles will govern your country
3. Decide how your country will answer the three basic questions (Chap. 3, p. 54)
4. Decide how your country’s system will manage its resources
5. Examine, list, and explain the pros and cons of your country’s system
6. Predict the likelihood of success of your country

Find useful information on the Web (especially at CIA World Fact Book). Also do a lot of original ( by that I mean critical) thinking, in order to come up with an in-depth analysis, which each team can include in their PowerPoint.