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Seneca College of Applied Arts and Technology Faculty of Business School of International Business SIB470 20131 International Effective Selling TEAM SEMESTER SALES PROJECT Subject: SIB470 International Effective Selling Value: 30% for team project presentation 10% for sales manual documentation Due Dates: Team In-Class Presentation: as per schedule Team Blackboard Report: as per schedule Professors: Maurice W. Platero *[email protected]* SIB470 lead Donna [email protected] Bill Singha [email protected] The Team Semester Sales Project: To effectively sell and document a Canadian product or service to an‘international buying group’using selling strategies learned in SIB470. In-Class Team Presentation: ‘The presentation media should ENHANCE your presentation, NOT BE the presentation.’ Each team will make a 30 minute formal PowerPoint presentation to their classmates and invited guests and must be prepared to deal with objections followed by 5 minutes for questions and discussion. Your class mates will receive ahead of time your product or servicesand country information to which you will sell your product, as well as a list of objections to be raised. All students are required to participate in the presentation. Absence from the team presentation due to extenuating circumstances will be dealt with according to the School of International Business policy for Missed Tests and Presentations. Content Areas This list is a starting point for your presentation (oral and written). Please add any other information that you feel is appropriate. • Brief description of product or service opportunity to be sold. • Some of the product or service features • Product image, demonstration and samples if available • Major focus on the product or service benefits • Sales prospects and opportunities including any cultural considerations • Economic and Commercial Factors of the country • S.W.O.T. Analysis • Conclusions and recommendations. Closing the Sale You class mates will play a very important role in your sales presentation. They will raise objections before you have the opportunity to close the sale. Your classmates will evaluate team members on all aspects of the sales presentation and the potential of your product to be sold in the country that you have selected. They will have an evaluation form to determine the sales presentation and the potential of your product. Presentation Styles The sales presentation should include visual-aids, tangible items (e.g. food, currency, clothing, and art), and demonstrations/skits and perhaps class participation. Please note the following time frames: – PowerPoint, slideshow, overheads or other multi-media – no more than 20 minutes. Limit the numbers of slides you will use for presentation, you can use this information with your sales report. Your team`s PowerPoint presentation must be electronically submitted to your professor at least 24 hours before your team`s in-class presentation. – Demonstrations/skits, guest presentations, models, class participation– no more than 5 minutes. – Professional dress, eye contact, voice projection, gestures and good posture are important to an effective presentation. – The schedule for the team presentation will be designated on registration of your group by a formal letter from the group posted on discussion board. The schedule for the team presentation will be designated on registration of your group by a formal letter from the group posted on discussion board. RECORDING YOUR SALES PRESENTATION. All groups must record the sales presentation for archiving, evaluation and critique with your professor, Make sure you reserve a cam recorder with IT Help Desk Services, 2nd floor, and present your CD with your final documentation. Team Semester Project Sales Report: Each team will prepare a written semester project sales report in MS Word which summarizes your presentation, provides depth to support your presentation and working links to more specific information. This report must be posted to your Blackboard subject Discussion Board 24 hours in advance of presentation day. mA hard copy of this report must also be submitted to your professorat the time of your team’s presentation along with team members’ business cards. REPORT CONTENT AREAS: Prepare your team’s report in the order presented below. 1. COVER PAGE / TABLE OF CONTENTS 2. EXECUTIVE SUMMARY 3. TARGET MARKET PROFILE  Description of sales prospects and target market country.  Purpose of report i.e. explain how your client can benefit using this product or service  Outline research areas of your report  4. ANALYSIS of RESEARCH Your analysis should include any pertinent aspects of the external environment that will impact the sale of your product into the country of entry: • Political • Economic • Socio-Cultural • Technological • Legal • Competitive Environment 5. EXHIBITS Graphs, tables, charts, figures, illustrations, photographs should be easily understood and explained in the report body in their logical sequence. Present only the facts that are relevant to your report. Ensure that the source is cited. 6. CONCLUSIONSummarize your report by examining trends, opportunities and personal insight which you feel will impact on your client and his/her business interests. 7. REFERENCESAll research sources must be cited including web-links. NOTE: All direct quotes or another person’s ideas should be cited in-text and on the MLA Works Cited page. Team Organization • All students are required to make an equal contribution to their team, its research, presentation and report. • Each team will prepare and submit a team semester sales project plan which will form part of asigned Team Effectiveness Contractto submit to your professor for review and formal approval. The Team Effectiveness Contract template will be posted to Blackboard and reviewed in class. • Your first team meeting should be to review the interests and skills of each team member, establish the duties for each team member and appoint a Sales Manager will act as both a team leader and fully participating team member. • The Sales Manager will coordinate the semester project (like a project manager) and coordinate with the team to determine the responsibilities for each team member as Account Manager, assign individual responsibilities and set a timetable for o project research, o presentation preparation (those who have PowerPoint skills should prepare the PowerPoint, those who have strong research skills should prepare the economic data) and o report preparation • At this meeting you will also establish a time-line for completion of each stage of the project including proposal due date; company, product or service and country research, etc. • Remember to stay on schedule with regular meetings. • Keep minutes and notes from your meetings to stay on track. Project Research: In addition to research resources you have studied in earlier courses, here are some others: Databases WARC – Global Media Costs o Compare media costs across markets, media, target audiences and periods o Trends in Global Marketing • MRI+ o Requires registration (free) o Database has circulation and ad rates for US print publications International Business Subject Guide (Seneca Libraries) – http://seneca.libguides.com/internationalbusiness • globalEDGE Export Tutorials on Sales and Marketing. http://globaledge.msu.edu/reference-desk/export-tutorials Getting Started: • Use your team’s relationship, product andpresentation strategies towards closing the sale and obtaining an order. • Collect as much information as possible about the Canadian product/service and why it is innovative, unique and can be successful in your team’s target country. • Keep in mind the features, advantages andbenefits of the product/service and how thesewill transfer to a new market. Does the product/service requirecustomization? Can it be demonstrated? • Determine what approach you would like to take: agenda approach, product demonstration approach, referral approach, customer benefit approach, questions approach, survey approach, premium approach. These will be reviewed in class. • Your country selection will determine the cultural sensitivities that will impact the potential for acceptance and success of your product or service. • Once approved, you will develop your presentation objectives outlined in the course text. These will be reviewed in class. Suggestions for Sales Effectiveness Success:  Be sure that all relevant information is on the opening slide of your team’s presentation and report cover page: presentation title,project title/product/service/country, team member names and roles, SIB470 section,date of presentation and professor’s name.  Include and circulate support materials: product samples, technical specification sheet, price lists, photos, illustrations, brochures, catalogues etc.  Do not forget your approved Seneca business cards!  Rehearsing is a very important aspect of effective team selling. This is where you will refine your presentation, practice your roles, test your support material and tighten up sales and closing strategies.  It is helpful to have an audience to critique your team’s presentation and time the progression.It is important you do not go overtime. In the real world, clients may only have a specific amount of time to devote to meetings and it is respectful to remain within your allotment.  Dress for success, have a win-win attitude, maintain positive eye contact and affirmative body language, ask for the sales order and SMILE! You will be given the date and time for your team’s presentation. HAVE FUN AND GOOD LUCK!

Seneca College of Applied Arts and Technology
Faculty of Business
School of International Business

SIB470 20131 International Effective Selling
TEAM SEMESTER SALES PROJECT

Subject: SIB470 International Effective Selling

Value: 30% for team project presentation
10% for sales manual documentation

Due Dates: Team In-Class Presentation: as per schedule
Team Blackboard Report: as per schedule

Professors: Maurice W. Platero *[email protected]* SIB470 lead
Donna [email protected]
Bill Singha [email protected]

The Team Semester Sales Project:
To effectively sell and document a Canadian product or service to an‘international buying group’using selling strategies learned in SIB470.
In-Class Team Presentation:

‘The presentation media should ENHANCE your presentation,
NOT BE the presentation.’

Each team will make a 30 minute formal PowerPoint presentation to their classmates and invited guests and must be prepared to deal with objections followed by 5 minutes for questions and discussion.

Your class mates will receive ahead of time your product or servicesand country information to which you will sell your product, as well as a list of objections to be raised.

All students are required to participate in the presentation. Absence from the team presentation due to extenuating circumstances will be dealt with according to the School of International Business policy for Missed Tests and Presentations.

Content Areas

This list is a starting point for your presentation (oral and written).
Please add any other information that you feel is appropriate.

• Brief description of product or service opportunity to be sold.
• Some of the product or service features
• Product image, demonstration and samples if available
• Major focus on the product or service benefits
• Sales prospects and opportunities including any cultural considerations
• Economic and Commercial Factors of the country
• S.W.O.T. Analysis
• Conclusions and recommendations.

Closing the Sale

You class mates will play a very important role in your sales presentation. They will raise objections before you have the opportunity to close the sale. Your classmates will evaluate team members on all aspects of the sales presentation and the potential of your product to be sold in the country that you have selected. They will have an evaluation form to determine the sales presentation and the potential of your product.

Presentation Styles

The sales presentation should include visual-aids, tangible items (e.g. food, currency, clothing, and art), and demonstrations/skits and perhaps class participation.

Please note the following time frames:

– PowerPoint, slideshow, overheads or other multi-media – no more than 20 minutes. Limit the numbers of slides you will use for presentation, you can use this information with your sales report. Your team`s PowerPoint presentation must be electronically submitted to your professor at least 24 hours before your team`s in-class presentation.
– Demonstrations/skits, guest presentations, models, class participation– no more than 5 minutes.
– Professional dress, eye contact, voice projection, gestures and good posture are important to an effective presentation.
– The schedule for the team presentation will be designated on registration of your group by a formal letter from the group posted on discussion board.

The schedule for the team presentation will be designated on registration of your group by a formal letter from the group posted on discussion board.

RECORDING YOUR SALES PRESENTATION.

All groups must record the sales presentation for archiving, evaluation and critique with your professor, Make sure you reserve a cam recorder with IT Help Desk Services, 2nd floor, and present your CD with your final documentation.

Team Semester Project Sales Report:

Each team will prepare a written semester project sales report in MS Word which summarizes your presentation, provides depth to support your presentation and working links to more specific information.

This report must be posted to your Blackboard subject Discussion Board 24 hours in advance of presentation day. mA hard copy of this report must also be submitted to your professorat the time of your team’s presentation along with team members’ business cards.

REPORT CONTENT AREAS:
Prepare your team’s report in the order presented below.

1. COVER PAGE / TABLE OF CONTENTS

2. EXECUTIVE SUMMARY

3. TARGET MARKET PROFILE
 Description of sales prospects and target market country.
 Purpose of report i.e. explain how your client can benefit using this product or service
 Outline research areas of your report

4. ANALYSIS of RESEARCH
Your analysis should include any pertinent aspects of the external environment that will impact the sale of your product into the country of entry:
• Political
• Economic
• Socio-Cultural
• Technological
• Legal
• Competitive Environment

5. EXHIBITS
Graphs, tables, charts, figures, illustrations, photographs should be easily understood and explained in the report body in their logical sequence. Present only the facts that are relevant to your report. Ensure that the source is cited.

6. CONCLUSIONSummarize your report by examining trends, opportunities and personal insight which you feel will impact on your client and his/her business interests.

7. REFERENCESAll research sources must be cited including web-links.
NOTE: All direct quotes or another person’s ideas should be cited in-text and
on the MLA Works Cited page.
Team Organization

• All students are required to make an equal contribution to their team, its research, presentation and report.

• Each team will prepare and submit a team semester sales project plan which will form part of asigned Team Effectiveness Contractto submit to your professor for review and formal approval. The Team Effectiveness Contract template will be posted to Blackboard and reviewed in class.

• Your first team meeting should be to review the interests and skills of each team member, establish the duties for each team member and appoint a Sales Manager will act as both a team leader and fully participating team member.

• The Sales Manager will coordinate the semester project (like a project manager) and coordinate with the team to determine the responsibilities for each team member as Account Manager, assign individual responsibilities and set a timetable for

o project research,
o presentation preparation (those who have PowerPoint skills should prepare the PowerPoint, those who have strong research skills should prepare the economic data) and
o report preparation

• At this meeting you will also establish a time-line for completion of each stage of the project including proposal due date; company, product or service and country research, etc.

• Remember to stay on schedule with regular meetings.

• Keep minutes and notes from your meetings to stay on track.

Project Research:

In addition to research resources you have studied in earlier courses, here are some others:

Databases
WARC – Global Media Costs
o Compare media costs across markets, media, target audiences and periods
o Trends in Global Marketing
• MRI+
o Requires registration (free)
o Database has circulation and ad rates for US print publications

International Business Subject Guide (Seneca Libraries) – http://seneca.libguides.com/internationalbusiness
• globalEDGE Export Tutorials on Sales and Marketing. http://globaledge.msu.edu/reference-desk/export-tutorials

Getting Started:

• Use your team’s relationship, product andpresentation strategies towards closing the sale and obtaining an order.

• Collect as much information as possible about the Canadian product/service and why it is innovative, unique and can be successful in your team’s target country.

• Keep in mind the features, advantages andbenefits of the product/service and how thesewill transfer to a new market. Does the product/service requirecustomization? Can it be demonstrated?

• Determine what approach you would like to take: agenda approach, product demonstration approach, referral approach, customer benefit approach, questions approach, survey approach, premium approach. These will be reviewed in class.

• Your country selection will determine the cultural sensitivities that will impact the potential for acceptance and success of your product or service.

• Once approved, you will develop your presentation objectives outlined in the course text. These will be reviewed in class.

Suggestions for Sales Effectiveness Success:

 Be sure that all relevant information is on the opening slide of your team’s presentation and report cover page: presentation title,project title/product/service/country, team member names and roles, SIB470 section,date of presentation and professor’s name.
 Include and circulate support materials: product samples, technical specification sheet, price lists, photos, illustrations, brochures, catalogues etc.
 Do not forget your approved Seneca business cards!
 Rehearsing is a very important aspect of effective team selling. This is where you will refine your presentation, practice your roles, test your support material and tighten up sales and closing strategies.
 It is helpful to have an audience to critique your team’s presentation and time the progression.It is important you do not go overtime. In the real world, clients may only have a specific amount of time to devote to meetings and it is respectful to remain within your allotment.
 Dress for success, have a win-win attitude, maintain positive eye contact and affirmative body language, ask for the sales order and SMILE!

You will be given the date and time for your team’s presentation.
HAVE FUN AND GOOD LUCK!

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