SALES PROJECT INSTRUCTIONS AEB 3341 Selling Strategically

Note: It is critical that you review this entire document during the first two weeks the course! There are many parts to the total sales project, so you must start early! PROJECT DESCRIPTION The sales project consists of four different components, worth 60% of your overall course grade in total. Each component has its own submission deadline, and some components have multiple deadlines. You can find the specific deadlines in the Course Due Dates document on Canvas, as well as on the Syllabus and Assignments pages. This document includes detailed instructions and evaluation rubrics for each piece of the sales project. Read and follow the instructions and evaluation rubrics closely to receive credit for each part of the project. The Sales Project is designed for students to simulate the process by which an actual sales professional:

• Engages in prospecting • Learns about his/her product or service • Plans a sales call • Conducts a sales call demonstration video based upon their product or service, and • Demonstrates their proficiency at both handling objections and closing the sale with a prospect

(a ‘customer’ of your own choosing) Overview The four components of the sales project include:

• Sales project source (prospecting) – the sales project begins with students shadowing a sales professional to witness the sales process. The first component of the project is to identify this sales professional. The student will first identify “leads” to connect him/her to sales professionals in industries of his/her choosing (Identify your network) and then engage in “prospecting” to arrange a shadow experience (Sales project source information sheet).

• Sales call strategy report (creating a sales plan) – The shadow experience should take place NO LATER THAN WEEK 7. Following the shadow appointment, the student will write a report summarizing the experience (shadow experience report). Then, the student will prepare his or her own sales call strategy for the same product/service sold by the sales professional he/she shadowed. For the sales call strategy report, the student will research the company and product to identify the features, advantages and benefits, prepare a value analysis, and plan a sales strategy for selling the product/service to a hypothetical customer. The final document, approx. 15-20 pages will include both the shadow experience report and the students’ sales call strategy.

• Sales call demonstration video (selling) – students will demonstrate the selling strategies prepared in the sales call strategy report. The student will ask a peer/friend/family member to play the role of a customer while he/she demonstrates the sales strategy in a role-play activity. The student will record the demonstration and post the video to Canvas Discussions.

• Self-and-peer evaluations of sales call demonstrations (analyzing sales techniques) – this component of the sales project engages the student in evaluation and analysis of selling techniques. Each student will evaluate his/her own sales call demonstration as well as two peers’ demonstrations.Do you guys do sales project report