You will be required to present a demonstration of a product (good or service) of your choice using video-
conferencing. This is not an infomercial, but a sales pitch to investors who might want to invest in the
company you are representing (think “Shark Tank”).
Products should be items with which you are very familiar. Controversial or inappropriate items are not
allowed. If the instructor is misled as to the item’s purpose, there will be a severe penalty and the
demonstration will not be graded. The instructor must approve the item by date indicated on course
outline. You will “sell” your product to a venture capitalist, the instructor, through communication of
benefits and exhibition of product attributes. You must compare/contrast your product with substitute or
competing goods. The demonstration evaluation form lists all areas that must be covered in no more than
five minutes. All material used in the product demonstration must abide by student conduct guidelines.
Sales Proposal Package
The textbook Power Tools holds the most complete instructions for the sales proposal. Each chapter of
the Power Tools text refers directly to a section of the proposal. There are comprehensive checklists and
tips for success included in each chapter. It is strongly recommended that you push the limits of your
creativity to produce a package that is visually appealing and persuasive.
Proposal Sections Value
Proposal persuasiveness With video upload
The three sections are to be turned in electronically to Canvas on the dates indicated on the syllabus.
Each section should be your best work. Once graded the grade will not change. The proposal
persuasiveness grade will be determined based on the corrections made in each section and the overall
look and persuasiveness of the final sales proposal to be uploaded with your video presentation.
One of the key objectives of this course is the improvement of presentation skills. The final sales
presentation is your opportunity to showcase all you have learned. You are responsible for submitting a
video of your presentation by the due date. The graduate assistant is available for help with the technical
aspect of this assignment. The video will be a valuable contribution to your portfolio when competing for
a starting position in your field. Your presentation number determines your presentation due date. Check
the course outline for your presentation date.
You may choose the product or service you would like to sell, but it must be legal, appropriate, and
approved by the instructor. You also need to choose an organizational (B2B) buyer. There are tips to help
these decisions posted on CANVAS under FAQ for choosing buyer/seller.
Please refer to the specific evaluation sheet posted on CANVAS, for a complete list of grading
requirements. You will need to use all the elements of the sales presentation mix listed on the evaluation
form. The sales presentation uses your written sales proposal as a guideline. You should not read the
proposal word for word during the presentation. You should also bring additional visual material to
increase the impact of your presentation. Where and when you incorporate them will depend on the
situation. As a salesperson, you must be able to develop your own presentation style, but certain elements
are necessary. “Scripted” or “read” presentations will be severely penalized. Time limit is 10
minutes MAXIMUM. Your final sales proposal is to be posted to CANVAS with your presentation. The
quality of your video does impact your grade. Be diligent in checking sound and video quality before
submitting to CANVAS. Any questions contact the GA for help.
Each of you will select a buyer from the class to play the role of the organizational buyer for your sales
presentation. In addition, each of you will perform the same function for a fellow classmate. It is your
responsibility to find a student buyer. Your buyer grade will be based on your effectiveness and level of
preparation. This does not mean making it easy for the seller. Nor should you be obstinately difficult. As
a buyer, you will need to be educated and prepared. It is hoped that you will do this out of respect for
your seller. After all, a sales presentation is dyadic, or two-way. You will not only hurt yourself if you are
not prepared, you will impact the seller negatively. The buyer evaluation is included on the sales
presentation evaluation form located in CANVAS and is worth $300 of your overall grade.
|Due By (Pacific Time)||01/23/2014 12:00 am|
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