Trust-Based Relationship” Selling Model using SPIN
Have to write on a company name : Algoma Central Corporation
INSTRUCTIONS
This report is worth 15% of your final grade. The objective of this “SalesPlan” is to provide students with a Step-by-Step process of how you will execute the “Trust-Based Relationship” Selling Model using SPIN
All work must be completed in Microsoft Word using Calibri Body 11 Font, which is how you are receiving the document.
Your work will be evaluated for content, organization, presentation, professionalism, spelling, and grammar.
All researchmust be identified using MLA standards.
Ensure that everything is supported with facts wheneverpossible. Don’t inventthe information unless it is impossible to find specific facts on your company’s web site.
Cheating and Plagiarism: Each student should be aware of the College’s policyregarding this subject. Please take the time to read Seneca’s Academic Policy, Section 8.8. Use this information for reference when submitting any written or oral components for evaluation.
Student First Name & Last Name Arham Shareef
Students Number 140262213
Please complete this document by following the Step-by-Step Approach Below. As a reminder, students will be using the same company to work on, which you used in Sales Plan Report #1
Part 1 – Using the SPIN process, please follow the steps below and create a series of questions you might ask the prospect to; 1) Find need(s) and 2) Make them important enough so the prospect what’s to move forward in the Sales Cycle.
Step 1 – The Approach or Situatio n Question
Similar to how we practiced the SPIN Process in Wk 8, students will start off the “conversation with the prospect” in this hypothetical face to face or Zoom Meeting, as a continuation from the initialtelephone conversation you had with the prospect when you booked the hypothetical sales call appointment.
The concept is, when you first spoke on the phone, you “piqued their interest.” Now you are planning for the next part of the sales process, where you have a hypothetical meeting, and following the SPIN Process we discussed in Wk 8. (If you missed the Wk 8 class it will be helpful for you to watch the Zoom Cloud Recording, so you know the steps.)
Write this sectionin a dialogue format:
Introduce yourselfand your company
Put the customer at ease with a few “small talk” questions, if you believe it is appropriate based on the prospect’s communication style.
Transition the Situation Question(s) to begin the conversationabout what you will hope is an opportunity.
What would you say first to the prospect once you arrived at their office door? Up to 1 Mark
How do you believe they would respond. Up to 1 Mark
How are you going to word, your Situation Question? Up to 1 Mark
What would you most like their answer to be? Up to 1 Mark
Citations?
Professor Comments:
Step 2 – A: The Problem Questions
In this step students are going to prepare 3 separate Problem Questions, which could be asked to the prospect.
Example Problem Question #1 Up to 1 Mark
Example Problem Question #2 Up to 1 Mark
Example Problem Question # 3 Up to 1 Mark
Citations?
Professor Comments:
Step 2 – B: The Prospects Reply to the Problem Questions
Based on the research about the firm you were assigned, and what their products and or services do for their target market customers, what is the best outcome for three, high level answers about what you believe they could tell you?
Example Problem Question Replay from the Prospect #1 Up to 1 Mark
Example Problem Question Replay from the Prospect #2 Up to 1 Mark
Example Problem Question Replay from the Prospect #3 Up to 1 Mark
Citations?
Professor Comments:
Step 3 – A: Implication Questions
In this step students are going to prepare 3 separate Implication Questions, which could be asked to the prospect.
Example Implication Question #1 Up to 1 Mark
Example Implication Question #1 Up to 1 Mark
Example Implication Question #1 Up to 1 Mark
Citations?
Professor Comments:
Step 3 – B: The Prospects Reply to the Implication Questions
In this step students are going to prepare what you hope the prospects reply would sound like.
Example Implication Question Replay from the Prospect about Problem #1 Up to 1 Mark
Example Implication Question Replay from the Prospect about Problem #2 Up to 1 Mark
Example Implication Question Replay from the Prospect about Problem #3 Up to 1 Mark
Citations?
Professor Comments:
Step 4 – A: The Need Pay Off Questions
In this step students are going to prepare 1 Need Pay, Question which summarizes or paraphrases the prospects response to your Implication Question.
Example First Part of the Need Pay off Question Up to 1 Mark
Example of How you would say paraphrase the prospects 3 implications into a question. Up to 3 Marks
Example of how you would say the closing part of the implication question, where you ask about moving onto a demonstration of the products and or services / a PowerPoint presentation of the products and or services / a proposal of the products and or services. Up to 1 Mark
Citations?
Professor Comments:
Part 2 – What Other Planning Steps Take Place Before During or After the Meeting with The Prospect?
What actions, words, gestures, can you do to demonstrate Active Listening During the Sale Call?
1
Up to 0.5 Marks
2
Up to 0.5 Marks
3
Up to 0.5 Marks
4
Up to 0.5 Marks
5
Up to 0.5 Marks
Citations?
Professor Comments:
Part 3 – Presenting Your Solution Recommendation – Using 3 FAB’s Which Incorporate Details the Prospect has Provided from the Answers to Your Implication Question(s)
You have completed the needs assessment, in the first part of the SPIN process, now let’s pretend you are creating the Products and or Services recommendation. What would that sound like based on the information you received from the earlier part of the presentation. (This section is a more detailed version of the Features, Advantages, Benefits, we completed in Wk 8 as part of the SPIN process.) A reminder all of these comments are based on the research you should be able to find on your assigned companies web site about what the target market customer should be or what you will have to anticipate that company’s target market prospect would be.)
# 1 List the need, problem or opportunity, your products and or services, could solve for your prospect.
Please be very clear and use the words Feature, Advantage Benefit
Please include parts of the Implication Answer Up to2 Mark
# 2 List the need, problem or opportunity, your products and or services, could solve for your prospect.
Please be very clear and use the words Feature, Advantage Benefit
Please include parts of the Implication Answer Up to2 Mark
# 3 List the need, problem or opportunity, your products and or services, could solve for your prospect.
Please be very clear and use the words Feature, Advantage Benefit
Please include parts of the Implication Answer Up to2 Mark
Citations
Professor Comments:
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