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CRM400 CRM and Selling Assignment Help

CRM400 CRM and Selling

Assignment #2 Your Company - 10% of final grade

Expected length: 5 to 6 pages double spaced

You are the sales representative for a company selling a product/service to another company (B2B).

Choose a company and product/service that you are genuinely interested in selling. It makes the assignment much more interesting.

Company Profile:

  • Company name
  • Company address
  • Description of Company (in detail)
  • Product or service you will be selling. You decide, but it must be B2B selling.
  • Provide information about the whole Industry that your product or service is part of
  • Provide information specific to the Company you are working for: what products/services they provide, years in business, target customers, annual revenue, other relevant information
  • Identify Needs (3) of B2B customers, Features (3) and Benefits (3) of your company’s product/service. Benefits must reflect features of product or service. (see week 8 Chapter 6)
  • Features vs Benefits (great video explaining features vs benefits)
  • Provide information that looks at the company’s policies in regards to:
  • Price strategy? What do they charge? – Explain. Be specific.
  • Do they offer any cash/quantity discount? Explain. Be specific.
  • Transportation charges… who pays, the buyer of the seller? How often do they ship? Are there any options?
  • What is your company’s method of invoicing?
  • What type of credit is available from your company? Is it 30 days, 60 days, COD, etc.?

Prospecting Methods….Looking for Potential Prospects (customers)

  • Explain why prospecting is important for you as a sales representative and why you have to be strategic.
  • Choose two prospecting methods and describe in detail why your prioritized these two methods as the most strategic methods for your company

You are going to create a Journal in a WORD document. The Journal will have 10 entries over the semester. Each entry should be ¾ of a page to 1 page in length, font 12, single spaced (like this document)

My suggestion is to do one journal entry each week, rather than rush to get several done at once, and just use this document for each entry. In week 6 you will submit entries 1 – 5 on Blackboard for marking, and then in week 13 you will submit entries 6-10 on Blackboard. Each submission is worth 7.5% of your grade.

This is your journal; what you enter into your journal will only be seen by me. Put some thought into your entries, and while there are no right or wrong answers, I will look to see that you have answered the questions fully, used examples where possible, and put an honest effort into your responses.

Journal Entry 1 – What do you want to achieve?

Go to the link .......watch the first video...then write a reflection in the journal. Think about it where are you in your life? What do you want to achieve it, and how can you get there?

https://www.youtube.com/watch?v=jwjGw3BCryI

Next,

Have a look at the information in the links below and write a short reflection on how you view the use of technology to assist the selling process.

Check out:

https://www.bdc.ca/en/articles-tools/marketing-sales-export/sales/pages/how-use-technology-boost-sales.aspx

Journal Entry 2 – Importance of Listening and communicating

https://www.youtube.com/watch?v=cz6magUwAz4

The presenter is discussing the importance of listening in your personal and business life. How would you rate your listening skills:

At home:

At school:

At work:

You are given some ideas about how to improve your listening skills and demonstrate to your friends/family/professors/customers/clients that you are listening. What are they?

Are you ready to improve your listening skills? If yes, how will you do it?

Video 2

https://www.youtube.com/watch?v=XCc6-qr0Gww

In the second video there is a review of communication skills and why they are important. What are the six pillars?

What are your strengths?

Which pillars are areas of weakness in your communications?

What have been the consequences of your areas of weakness in your communications?

What strategies will you adopt to improve your areas of weakness in your communication skills?

Journal Entry 3 - Exploring how to develop your use of Linked In

https://www.youtube.com/watch?v=Ox_ohqsIMAM

https://www.youtube.com/watch?v=m8ZMALnh0kk

Choose one video and expand your knowledge

Report in your Journal the principles of what you have learned and how you might apply this to selling yourself. Also reflect on how you might use the technique to prospect, identifying new customers( for any product or service you might sell)

Journal Entry 4 - Customer value propositions.

It serves to summarize and repeat the concept we have been talking about in className. See Chapter 6 slides or chapter 6 in text book.

https://www.youtube.com/watch?v=aN36EcTE54Q

Describe in a couple of sentences (in your own words) you have just learned in this video.

Now, apply what you have learned in this video, to the Sales Call Video you are working on:

  1. What is the value proposition of the product or service you are selling?
  2. What potential “customer pains” will your product or service help resolve.
  3. What “customer gains” will your product or service provide?

Journal 5 - CRM

https://financesonline.com/use-crm-software-10-reasons-get-one-company/

Tell me why I should use a CRM package, in your own words!

What is it..what does it do?

Any special features I should be looking for?

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