Poland Spring for Saks sales projectSales Project: The sales project includes a report (in three parts) and a role play. This is an individual project, however, for the role play you will also serve as a potential buyer for another student.
Report Part 2
Section 3: Probing Questions (Max 3 pages)
â€¢Are your customers happy with the size of the water bottles you offer to them?
â€¢How many of your clients ask for water while shopping?
â€¢Donâ€™t you think you are wasting too much water from the customers that doesnâ€™t finish their entire bottle?
Section 4: Handling Objections (max 4 pages)
Create a list of five objections a prospect may use about your product and your responses.
Use first person and be specific to the product you are selling. For example:
Objection â€œI do not understand what makes your control system different from the one we are currently using.â€
Your Response: â€œI am glad for the opportunity to explain how our product can make a difference. Our control system is unique in its ability to maintain the temperature and humidity within 0.1% of the set point.â€
Section 5: Closing (max 2 pages)
Provide two closing statements (using two different closing methods) that you could use under
the following two conditions. That is, you will write two closing statements for each condition. Condition 1: Your prospect has full authority to make purchasing decisions.â€¨Condition 2: Your prospect must confer with someone else in order to authorize a purchase.