You are a field account manager for Sipsynergy and have been targeted to work with the higher education sector in promoting and selling your hosed telephony services to universities. Your main target is Birmingham City University upon hearing that they encountered problems with their clearing process last year, due to their telephone system failing on the opening day of clearing.
Your task is to:
- Take time to understand the product you will be selling. This can be achieved by speaking with the company on their visit to the university as well as your own individual research on the product you will be selling and its benefits and features
- Develop a credentials presentation to sum up the advantages of your company and its products. This presentation will be made to representatives from Birmingham City University as part of an initial sales meeting to fact find and identify their specific needs.
- Following the meeting you will use the information you have gained to prepare and submit a proposal to do business to BCU
Part 1
10 slides ppt with speaker notes to introduce yourself, your company and its products/services.
* Audio recording will be done from my end. Script is needed for my audio recording.
Completion of a sales meeting pro forma to show how you will address the following:
- Identification of what you will wear and, based upon your research, you will build rapport with the prospect
- Identification of key open questions you will ask in order to establish the situation (S) of the client
- Based upon your research how you would anticipate the prospect to respond
- Identification of key open question that would help you to ascertain the problem they may wish to have solved
- Based upon your research identify what these problems might be
- Considering what objections the client may raise and how you will deal with these
- Closing the meeting, gaining agreement of the next steps, which will be the production of a business proposal for the client to purchase one of your company’s products or services based upon the needs you have identified from your initial meeting. Consider the various methods of closing and which one you would choose (justify your choices)
- SPIN Model is required 5W 1H
Part 2
Write a Business proposal to the client
- 2000 word business proposal
- 7 parts including intro and conclusion in the proposal
- Company is real, profile and testimonials can be found online
- Minimum of 10 academic references
Refer to Assignment Brief.docx for detailed requirement.
Lecture notes and addtional reference material are attached for reference.
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