© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1 MARKETING, 4E CHAPTER 17 Professional Selling Event Purpose The Professional Selling Event provides an opportunity for participants to demonstrate knowledge and skills for a career in sales. Participants will organize and deliver a sales presentation for one or more products and/or services. New products, services, and target market customers (prospects) will be identified annually by DECA. (continued on the next slide)

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2 MARKETING, 4E CHAPTER 17 Professional Selling Event Purpose Participants will research the company and the product or service they represent. The participant will present the product or service to meet the needs of the customer (prospect).

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 3 MARKETING, 4E CHAPTER 17 Professional Selling Event Scenario You have been asked to do an analysis of the Student Tracker—an electronic device that allows parents to know the location of their children at all times. You must convince the First Alert CEO that the Student Tracker is an important product with great potential for profitability. You must analyze Student Tracker features and benefits.

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 4 MARKETING, 4E CHAPTER 17 Professional Selling Event Description You must explain a strategy to convince students to wear the Student Tracker. Your Powerpoint presentation must explain how easy it is to monitor people wearing the Student Tracker. You must organize appropriate information and present/defend a sales presentation. The 20-minute oral presentation will consist of 15 minutes for the sales presentation and 5 minutes for the judge’s questions. (continued on the next slide)

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 5 MARKETING, 4E CHAPTER 17 Professional Selling Event Description Your presentation will be evaluated for effectiveness of public speaking and presentation skills and how well you respond to the judge’s questions. Acceptable visual aids include three slides that show the 1. importance 2. purpose 3. feature-benefits of the product. (continued on the next slide)

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 6 MARKETING, 4E CHAPTER 17 Professional Selling Event Description Cell phones/smartphones, iPods/MP3 players, iPads/tablets or any type of a handheld, information-sharing device will be allowed in written events if applicable to the presentation. Sound, as long as the volume is not too loud, also may be used.

© 2016 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 7 MARKETING, 4E Performance Indicators Evaluated Communicate reasons for buying a new technical product. Take a concept from an idea to an actual product. Analyze product information to identify product features and benefits. Set priorities, demonstrate effective time management. Demonstrate critical thinking/problem-solving skills. CHAPTER 17 Professional Selling Event