Assume that you received an offer to enter the Leadership Development Program of an incredible company. Your first assignment (i.e. your role) is to become a Sales Representative for one of their largest products. Pick a well-known company and pick a known product from that company. The firm must require a REAL face-to-face business-to-business consultative sales function. Assume that you are seeking a longer-term partnership with this customer. This eliminates businesses such as restaurants, boutiques, bars, most retail, etc. It also eliminates pure internet sales. From the Selling Context lecture, concentrate on businesses in the B2B category.
Examples of acceptable roles and selling situations follow. Please choose a dream job that is similar to these examples.
- You are a salesperson for a consumer package goods company (i.e., P&G, Kellogg, Pepsi, Gallo) selling to a retailer (i.e., Publix, Walmart, Costco, Target).
- You are a salesperson for an insurance company (i.e. Aetna, Humana, Anthem), selling benefits plans to the HR department of a major corporation.
- You are a salesperson for an components manufacturer (i.e., Bridgestone, Goodyear) selling to an OEM company (i.e., GM, Ford, Toyota).
- You are a salesperson for a consulting company (i.e., Gartner, Bain, Deloitte), selling consulting services to a major corporation.
- You are a salesperson for a tech company (i/e., Oracle, Amazon Web Services, Google) or software company (Microsoft, Intuit) selling services to a major corporation.
- You are a salesperson for an automobile company (i.e., GM, Ford, Toyota) selling fleet vehicles to a major corporation.
- You are a salesperson for an entrepreneurial venture that has developed a medical device to be sold to hospitals or large surgical practices.
Examples of unacceptable roles and selling situations follow. Please DO NOT choose a dream job that is similar to these examples.
- Working in a retail setting or restaurant serving walk-in customers (i.e., clothing, jewelry, accessories)
- Selling simple items to end consumers (i.e., games, small electronics, appliances, tools)
- Selling any type of undifferentiated commodity that is typically sold by its low price.
Throughout this term, you are going to learn how to sell this product for this company. For this paper, briefly describe the company and product that you will be selling. Spend your time focusing on the selling interaction. Your paper should be BRIEF while covering the relevant material, 1000-1500 words, Times New Roman, 12 font, single spaced. There is a Suggested Format for Papers in the Reference file.
- Very briefly describe the company. Since it should be a well-known company, about 1 paragraph.
- Describe the product you are selling and the key features and benefits of it. What makes it special?
- In some depth, describe the customer (business) and specific person or role to whom you will be speaking. Identify their needs, how they will decide to buy, any concerns they may have, and their buying decision process.
- Note that part of the grade will be the quality of the writing, organization, grammar, appearance, etc. In the Reference file there is a suggested format for papers.
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