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Sales Consultancy - Building Relationships and Selling during a Pandemic.

BA170
Closed
Lakeland College
Lakeland College
Vermilion, Alberta, Canada
BA
Ben Acquaye
Chair/Instructor
(1)
3
Timeline
  • February 14, 2022
    Experience start
  • February 17, 2022
    Project Scope Meeting
  • February 23, 2022
    How well do you understand the Business, competitive environment, and products
  • March 23, 2022
    Practice presentations
  • April 13, 2022
    Experience end
General
  • Undergraduate; 2nd year
  • 15 learners; teams of 3
  • 40 hours per learner
  • Dates set by experience
  • Learners self-assign
Preferred companies
  • 4 projects wanted
  • Anywhere
  • Academic experience
  • Startup, Social enterprise, Non profit, Small to medium enterprise, Family owned, Sole proprietorship, Incubator
  • Sales, Retail, Food & beverage, Apparel & fashion, Consumer goods & services, Cosmetics & beauty, Liquor, wine & spirits, Sports & fitness
Categories
Information technology Product or service launch Sales strategy Marketing strategy Media
Skills
sales & marketing sales strategy sales tactics sales planning stakeholder analysis
Project timeline
  • February 14, 2022
    Experience start
  • February 17, 2022
    Project Scope Meeting
  • February 23, 2022
    How well do you understand the Business, competitive environment, and products
  • March 23, 2022
    Practice presentations
  • April 13, 2022
    Experience end
Overview
Learner goals and capabilities

Students will be in small forward-looking sales teams and complete a Project with two main parts.

In part 1, they will form a strong understanding of the business and its products. In part 2, students will evaluate current sales presentations and demonstrate a new approach to selling products during a pandemic. They will develop a unique sales strategy for your company, based on market research and product knowledge, that will improve your sales processes and results.

Expected outcomes and deliverables

The group will compose a 8 - 12 minute presentation and Q&A highlighting and applying research and findings for your company.

Specifically, students will present information about the following:

1. The information that has to be uncovered before planning a sales presentation for your product.

2. A clear Product Proposal

3. A Sales presentation that includes a fully developed FAB (features, advantages, and benefits) worksheet for the product selected

Students will offer ideas on how to

1. Deal with Objections and

2. Use a SELL (show, explain, lead into benefit, and let the buyer talk) sequence for the product selected.

Project Examples

Starting this January, Sales students will spend approximately 50 hours over the course of the semester developing a custom sales strategy for your company.

Through company research and market analysis, student-consultants will create an actionable outline to improve your sales process and make more sales.

Areas of focus can include, but are not limited to:

  • Sales strategy planning
  • Defining a target market
  • Identifying top customer profiles
  • Stakeholder identification and research
  • Developing effective value propositions
  • Developing effective sales stories
  • Evaluating outreach strategies
  • Measuring and monitoring sales success
  • Goal setting
Additional company criteria

Companies must answer the following questions to submit a match request to this experience:

What are your expectations from our students? Please be available for a 13 min call to discuss your interest further. Must be available for 20-minute presentations with Q&A at end of the term (April).

Must provide detailed information on the current sales process and tactics.