Sales Observation
You are expected to spend some time (preferably an entire day) with a salesperson, for
the purpose of observing and evaluating the sales representative's selling techniques. A written report of the experience will be turned in to the instructor, including the name of the salesperson, his or her company affiliation, address and office phone number.

You should analyze the activities of the salesperson with respect to the material discussed
in class. One means of organizing the paper is to use the "Presentation Evaluation Form," a copy of which is attached to this syllabus. The sales observation should be typed double- spaced and handed in as mentioned in the course outline.

Critical analysis is presumed. That is, tell what the salesperson did and why you thought
it was good or bad. Include critical dialogue between the salesperson and customers.

Neha Madam's Assignment

Developing your role-play sales presentation

Instructions

You are ready to begin developing your own sales presentations. After selecting the product (good or service) you will sell, collect the necessary information. Then on a separate sheet of paper, respond to the following

1. State what you will sell
2. Briefly describe the individual or organization to whom you will sell
3. List several features of your product and each features main advantage and benefits
1. Feature, Advantage, Benefit approach ( FAB approach)
4. Write down the name of your approach technique you will use in your presentation. After you have reviewed the various techniques taught to you, you will select one based on your product and your customer
5. Now write down what you will actually say in your approach and include what the buyer will say. Relate your approach to your FABs so you will gave a smooth transition into discussing your product.
6. Next write out what you will say in the first part of your presentation using your FABs. If appropriate, write the buyers responses to each FAB
7. Create your visual aids. Flip charts and notebooks are easy to develop or you can place your visual in a folder and put it out one at a time.
8. Develop a demonstration of a product benefit. If possible, dramatize it. Remember, simply showing the product is not demonstration. You are required to sell the product.
9. Practice your visual aids and demonstration
10. List several objections the buyer might give to your product
11. Develop ways of handling each objection
12. Each time your respond to a objection use a trail close to determine if you have overcome the objection or correctly answered the buyers concern or question.
13. Select a closing technique. Write your close
14. Practice the role play before performing in the class

Please revert with your choice of products by Saturday 2^nd August. Due on 7^th August.