The+Selling+Process-Project

It's All in the Process!

Utilizing information from the Selling Process page and from Peter Matthews article: //The Selling Process: Steps to Success,// student teams will develop a sales pitch for the sports ball they researched for the Product Planning Project. Teams will post their sales pitch on their Selling Process wikipage. In addition, teams will develop a short PowerPoint presentation that coincides with their sales pitch. Student teams will then present their sales pitches to the class.



Sales pitches must contain the following steps 1. Meet and Greet: This is the icebreaker that will help customers feel relaxed. 2. Qualifiying the customer's needs. 3. Presentation/Demonstration of your product. 4. Overcoming customer objections to the product. 5. Closing--ask for the sale!! 6. Follow up--building a relationship after the sale.

PowerPoint Presentations must include the first 5 steps and must include a plan on how the company plans to follow up with its customers. Student teams will be graded utilizing the following rubric:


 *  **Criteria ** ||  **4 **  ||  **3 **  ||  **2 **  ||  **1 **  ||
 * Content of sales pitch || Reflects clearly and accurately all 6 steps in the sales process  || Reflects somewhat clearly and accurately 4-5 of the steps in the process  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Reflects 2 of the 4 steps; however, the areas are difficult to define  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Does not reflect clearly the 6 steps in the sales process  ||
 * <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly; text-align: center;"><span style="display: block; font-family: 'Arial','sans-serif'; text-align: center;">Neatness of written sales pitch || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Has no typographical errors; is legible and easily understood  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Has only 1 typographical error; is legible and easily understood  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Has two or three typographical errors; is somewhat legible and is not easily understood  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Has multiple typographical errors; is not legible and confuses the reader  ||
 * <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly; text-align: center;"><span style="display: block; font-family: 'Arial','sans-serif'; text-align: center;">PowerPoint Presentation || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Reflects clearly and accurately all 6 steps in the sales process  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Reflects somewhat clearly and accurately 4-5 of the steps in the process  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Reflects 2 of the 4 steps; however, the areas are difficult to define  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Does not reflect clearly the 6 steps in the sales process  ||
 * <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly; text-align: center;"><span style="display: block; font-family: 'Arial','sans-serif'; text-align: center;">Neatness /Professionalism of PowerPoint || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Has no typographical errors; is legible and easily understood; uses appropriate transitions, animations, graphics  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Has only 1 typographical error; is legible and easily understood; uses some appropriate transitions, animations, graphics  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Has two or three typographical errors; is somewhat legible and is not easily understood; may use some transitions or graphics, but they are not appropriate  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Has multiple typographical errors; is not legible and confuses the reader; may use some transitions or graphics, but they are not appropriate  ||
 * <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly; text-align: center;"><span style="display: block; font-family: 'Arial','sans-serif'; text-align: center;">Oral Presentation || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">All team members participated; presentation was well rehearsed—used eye contact and audience participation  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">At least 75% of team members participated; presentation was fairly clear—used eye contact, but no audience participation  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Only 50% of team members participated; presentation was not rehearsed, used no eye contact or audience participation  || <span style="display: block; margin: 0in 0in 0pt; mso-element-anchor-horizontal: margin; mso-element-anchor-vertical: page; mso-element-frame-hspace: 9.0pt; mso-element-top: 159.35pt; mso-element-wrap: around; mso-element: frame; mso-height-rule: exactly;"><span style="font-family: 'Arial','sans-serif';">Only 1 team member presented; and/or presentation was not rehearsed, used no eye contact or audience participation  ||