Sales Consultancy - Building Relationships and Selling during a Pandemic.
Timeline
-
January 25, 2021Experience start
-
September 11, 2017Initial Outreach to the Organization Client
-
November 13, 2017Rough Draft Sales Plan Due
-
February 2, 2021Project Scope Meeting
-
February 23, 2021How well do you understand the Business, competitive environment, and products
-
March 23, 2021Practice presentations
-
April 13, 2021Experience end
Timeline
-
January 25, 2021Experience start
-
September 11, 2017Initial Outreach to the Organization Client
-
November 13, 2017Rough Draft Sales Plan Due
-
February 2, 2021Project Scope Meeting
Meeting between students and organization to confirm: project scope, communication styles, and important dates.
-
February 23, 2021How well do you understand the Business, competitive environment, and products
Instructor-led review into key task completion/progress
-
March 23, 2021Practice presentations
Internal deadline to check for quality and additional task-completions
-
April 13, 2021Experience end
Categories
Information technology Product or service launch Sales strategy Marketing strategy MediaSkills
sales strategy sales tactics sales planning stakeholder analysis sales & marketingStudents will be in small forward-looking sales teams and complete a Project with two main parts.
In part 1, they will form a strong understanding of the business and its products. In part 2, students will evaluate current sales presentations and demonstrate a new approach to selling products during a pandemic. They will develop a unique sales strategy for your company, based on market research and product knowledge, that will improve your sales processes and results.
The group will compose a 15-20 minute presentation and Q&A highlighting and applying research and findings for your company.
Specifically, students will present information about the following:
1. The information that has to be uncovered before planning a sales presentation for your product.
2. A clear Product Proposal
3. A Sales presentation that includes a fully developed FAB (features, advantages, and benefits) worksheet for the product selected
Students will offer ideas on how to
1. Deal with Objections and
2. Use a SELL (show, explain, lead into benefit, and let the buyer talk) sequence for the product selected.
Project timeline
-
January 25, 2021Experience start
-
September 11, 2017Initial Outreach to the Organization Client
-
November 13, 2017Rough Draft Sales Plan Due
-
February 2, 2021Project Scope Meeting
-
February 23, 2021How well do you understand the Business, competitive environment, and products
-
March 23, 2021Practice presentations
-
April 13, 2021Experience end
Timeline
-
January 25, 2021Experience start
-
September 11, 2017Initial Outreach to the Organization Client
-
November 13, 2017Rough Draft Sales Plan Due
-
February 2, 2021Project Scope Meeting
Meeting between students and organization to confirm: project scope, communication styles, and important dates.
-
February 23, 2021How well do you understand the Business, competitive environment, and products
Instructor-led review into key task completion/progress
-
March 23, 2021Practice presentations
Internal deadline to check for quality and additional task-completions
-
April 13, 2021Experience end
Project Examples
Starting this January, Sales students will spend approximately 50 hours over the course of the semester developing a custom sales strategy for your company.
Through company research and market analysis, student-consultants will create an actionable outline to improve your sales process and make more sales.
Areas of focus can include, but are not limited to:
- Sales strategy planning
- Defining a target market
- Identifying top customer profiles
- Stakeholder identification and research
- Developing effective value propositions
- Developing effective sales stories
- Evaluating outreach strategies
- Measuring and monitoring sales success
- Goal setting
Companies must answer the following questions to submit a match request to this experience:
Must provide detailed information on the current sales process and tactics.
Must be available for 20-minute presentations with Q&A at end of the term (April).
Timeline
-
January 25, 2021Experience start
-
September 11, 2017Initial Outreach to the Organization Client
-
November 13, 2017Rough Draft Sales Plan Due
-
February 2, 2021Project Scope Meeting
-
February 23, 2021How well do you understand the Business, competitive environment, and products
-
March 23, 2021Practice presentations
-
April 13, 2021Experience end
Timeline
-
January 25, 2021Experience start
-
September 11, 2017Initial Outreach to the Organization Client
-
November 13, 2017Rough Draft Sales Plan Due
-
February 2, 2021Project Scope Meeting
Meeting between students and organization to confirm: project scope, communication styles, and important dates.
-
February 23, 2021How well do you understand the Business, competitive environment, and products
Instructor-led review into key task completion/progress
-
March 23, 2021Practice presentations
Internal deadline to check for quality and additional task-completions
-
April 13, 2021Experience end