My product idea is called SipChip which is like a test for drinks to see if there’s any drugs in it. Specifically for women when they get drugged when they go out, they just use this test to make sure their drink is good.i would like to fill up the template with the same idea.
sales_dialogue_template.doc
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Personal Selling MKT371
Sales Dialogue Template
1. Prospect Information
A. Company and key person information
Company Name:
Type of Business:
Prospect’s Name:
Job Title:
B. Other Influences on the purchase decision (For all key people involved in the
buying process, provide names, job titles, departments and roles in the purchase
decision)
Name/Job Title
Departments
Role in the Purchase
Decision
Add other people as
necessary
2. Customer Value Proposition: A brief statement of how you will add value to the
prospect’s business by meeting a need or providing an opportunity. Include a brief
description of the product or service
3. Sales Call Objective (must require customer action (i.e. making a purchase, supplying
information etc.)
Personal Selling MKT371
4. Linking Buying Motives, Benefits, Support Information, and Reinforcement Methods:
(address the buying motives of all persons involved in the upcoming sales call.)
A. Buying
Motives
Rational:
Emotional:
B. Specific
Benefits
Matched to
Buying
Motives
C. Information
needed to
support claims
for each
benefit
D. Where
appropriate,
methods for
reinforcing
verbal
content
1. —→
Continue listing all
relevant buying
motives, and
information in
columns B, C, D
5. Current Suppliers and Other Key Competitors
Competitor
Complete for all key
competitors
Strength
Weakness
6. Beginning the Sales Dialogue
Introduction, thanks, agenda agreement. Then begin ADAPT as appropriate or
transition into other sales or presentation:
Assessment
Discovery
Activation
Projection
Transition to Presentation
Personal Selling MKT371
7. Anticipated Prospect Questions and Objections, with Planned Responses
Questions
Responses
Include a comprehensive set of questions
and objections with your corresponding
responses.
8. Earn Prospect Commitment. (A preliminary plan for how the prospect will be asked
for a commitment related to the sales call objective.)
9. Building Value through Follow-up Action (Statement of follow-up action needed to
ensure that the buyer-seller relationship moves in a positive direction.)

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