1. Unit Project Guidelines
Professional Selling
Unit Project
Guidelines

2. Objective
This unit project provides an opportunity to demonstrate skills needed for a career in sales and assess knowledge of the key concepts.

3. Overview
You will assume the role of salesperson making a presentation to a potential buyer. You will create a presentation and any additional visual aids that might support your presentation.

4. Determine Target Client & Product Description
The first step is to determine what product/service you will be selling, who you work for and who your target client is.

5. Target Client & Product Description
Financial Consulting: You will assume the role of a financial consultant. A client has scheduled a meeting with you because he/she is looking to purchase or lease a new car. The client would like for you to share the pros and cons of both purchasing and leasing and make a recommendation that will have the most positive financial impact. Hospitality and Tourism Professional Selling: You will assume the role of a salesperson for a destination management company. A non-profit meeting manager is planning a four-day meeting for its 25 person board of directors in a downtown hotel. However, the meeting manager has asked your DMC to arrange for VIP airport transfers and three nights of entertainment that takes advantage of the city’s unique culture. Professional Selling: You will assume the role of a sales representative of a drone technologies firm. A local real estate agent has scheduled a meeting with you because he/she has a desire to utilize drones to help his/her real estate business and wants to learn how your firm’s products and services can be beneficial to his/her business.
Target Client & Product Description

6. Review the grading rubric
Seek clarification on anything that is unclear.
Before you begin to create your presentation, be sure to carefully review the grading expectations.
Create your action plan based on the project guidelines, including steps preceding the presentation.

7. Strong opening
Is the opening effective? Wow us with your intro. Assume the role of the salesperson. What’s your hook? Build rapport.  Make a connection. Tell us what you will be telling us. 

8. Determining Needs
Develop your presentation with your “client’s” needs in mind.
You will also want to ask questions throughout the presentation.
Review the information about your “client”. You may take some creative liberties to fill in any “gaps”.

9. Product Knowledge
Did you clearly demonstrate thorough and effective product/service knowledge? Do your research. Know all the details about the product (or service) you are selling.

10. Features & Benefits
Effectively used feature- benefit selling to appeal to your target audience?
Be sure to present the product/service in terms of the product’s features and the benefits to your “client”.

11. Overcoming Objections
In your preparation, consider all possible objections and your responses.
Overcame objections in a poised and confident manner?

12. Effectively moved toward the close of the sale?
Closing the Sale
Effectively moved toward the close of the sale?
Utilize methods learned to close the sale.

13. Suggestion Selling
Did you effectively used suggestion selling to enhance the presentation? What item(s) can be suggested to go with the product or service you are selling?

14. Used visual aids to clarify and/or enhance the presentation?
Brochures? Charts? Display Board? Flip Chart? Power point? Business card?

15. Presentation Content & Flow
The presentation was well-organized and clearly presented; used professional grammar and vocabulary; voice conveyed proper volume, enthusiasm, enunciation and pronunciation?

16. Professional appearance, poise and confidence?
Professionalism
Professional appearance, poise and confidence?