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Professional Selling

In: Business and Management

Submitted By Fitchybaby
Words 4737
Pages 19
Table of Contents
1. Memo to Sales Manager……………………………………………………..3
2. Buyer Information………………………………………………………………4 2.1 Buyer Profile……………………………………………………………..4 2.2 Decision-Making………………………………………………………..4 2.3 Macro Environment and Trends……………………………………..5 2.4 SWOT Analysis……………………………………………………………6
3. Selling Company Information………………………………………………..7 3.1 Company Profile………………………………………………………..7 3.2 Reputation & Image……………………………………………………8 3.3 SWOT Analysis……………………………………………………………8 3.4 Current Trends……………………………………………………………9
4. Competitive Analysis…………………………………………………………...10
5. Needs Analysis…………………………………………………………………...11 5.1 Buying Motives…………………………………………………………...11 5.2 Prioritizing Needs………………………………………………………...11
6. Value Proposition………………………………………………………………..12 6.1 Features & Benefits……………………………………………………..12 6.2 Value Proposition Statement………………………………………….13
7. Sales Call Objective…………………………………………………………….13
8. Proposal……………………………………………………………………………14 8.1 Proposed Solution………………………………………………………..14 8.2 Pricing………………………………………………………………………14
9. Sales Dialogue…………………………………………………………………….15 9.1 Agenda……………………………………………………………………..15
10. Follow-up Action…………………………………………………………………..16
11. References………………………………………………………………………….17
1. Memo to Sales Manager

Date: November 21, 2015
To: Rob Gronkowski
From: Jaskiran Kaur Binepal, Michael Fitch, Jaspreet Kaur, Gurbir Singh
Subject: Upcoming Sales Call at SportChek

This week, we are planning to have our first visit with Mr. Peter; a product director of SPortChek to introduce our sweat and odor resistant shirts. We plan on meeting with him at their head office in Calgary towards the end of the month. The purpose of setting up this meeting with him is to start building a relationship with the client and provide them with the information about our industry changing product. We will try and…...

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