Project #1: The Effective SalespersonExecutive Summary:
Successful salesperson focus on the buyer, possess good listening skills, create value for the buyer, radiate credibility, and maintain a good attitude. By understanding the thought processes people employ when making a purchase, you can structure your words and actions to match this process. Ask questions to discover the buyer's problem or need, then show how your product or service solves that problem or need.
- Learn a technique for selling an inexpensive product in a retail store.
- Recognize a buyer’s thought processes in making a purchase.
- Elicit information from a prospective buyer through questions.
- Match the buyer’s situation with the most appropriate product.
- TIME : 8 to 12 minutes
The purpose of this presentation is for the speaker to enact a role play with another member. The speaker plays the role of a salesperson in a store, and the other member acts the part of a prospective buyer. The product being sold is determined by the speaker. The speaker is to first give a brief introduction explaining the persuasive process used in sales to help the audience better understand the presentation’s objectives and to evaluate the presentation. The speaker is to introduce the role play and the partner, then conduct the role play. Finally, the speaker is to lead a brief discussion with the partner and the audience about the role play. It is suggested you read the entire project before the presentation.
Project #2: Conquering the "Cold Call"Executive Summary:
Selling expensive products can be challenging because prospective buyers are more hesitant and the process may take weeks or months. By positioning yourself as a resource for your buyers, striving to make buyers' job easier and their product better, you'll be more likely to make a sale. The buyers will consider you to be on their team and will be more loyal to you and your product.
- Learn a technique for "cold call" selling of expensive products or services.
- Recognize the risks buyers assume in purchasing.
- Use questions to help the buyer discover problems with his or her current situation.
- Successfully handle buyer’s objections and concerns
- TIME : 10 to 14 minutes
The purpose of this presentation is for the speaker to enact a role play with another member. The speaker plays the role of salesperson selling an expensive product or service making a "cold call" on a prospective buyer. The product/ service being sold is determined by the speaker. The speaker is to give a brief speech about the persuasive process used in "cold call" sales to help the audience better understand the presentation’s objectives and to evaluate the presentation. The speaker is to introduce the role play and the partner, then conduct the role play. Finally, the speaker is to lead a brief discussion with the partner and the audience about the role play.
Project #3: The Winning ProposalExecutive Summary:
If you want approval for your plans, you must present your ideas in a manner that positively influences the audience. Make sure your proposal answers the following questions: What is my objective? Who is my audience? What does my audience want or need? What do you want the audience to do? What is the plan? What would the results be? Conclude by asking the audience to approve it.
- Prepare a proposal advocating an idea or course of action.
- Organize the proposal using the six-step method provided.
- TIME : 5 to7 minutes
The speaker is asked to prepare and present a proposal advocating an idea or course of action which he or she would like the audience to approve. It is suggested you read the entire project before the presentation.
Project #4: Addressing The OppositionExecutive Summary:
Occasionally speakers must address listeners on a controversial issue or subject, one on which your viewpoint differs. A speech of this type requires sensitivity and tact. Acknowledge your listeners' viewpoint, then present your own and its benefits. Find points of agreement. Illustrate your points with stories and anecdotes, project credibility and use humor. When answering questions, remain calm and answer in a positive manner, concluding with a positive statement.
- Prepare a talk on a controversial subject that persuades an audience to accept or at least consider your viewpoint.
- Construct the speech to appeal to the audience’s logic and emotions.
- TIME : 7-9 minutes for the speech, and 2-3 minutes for the question-and-answer period.
In this presentation, the speaker is to persuade an audience to accept or at least consider his or her viewpoint on a controversial subject. The talk should appeal to the audience both logically and emotionally. The speaker is then to field questions from the audience.
Project #5: The Persuasive LeaderExecutive Summary:
Leaders are persuasive. They use speech to organize people and urge them to higher levels of achievement than they could reach independently. You can demonstrate leadership by communicating your vision and mission to others and convince them to take action. Be enthusiastic, and tell lively and dramatic stories that relate to the points you are making.
- Communicate your vision and mission to an audience.
- Convince your audience to work toward achieving your vision and mission.
- TIME : 6 to 8 minutes
The purpose of this presentation is for the speaker to communicate a vision and mission and convince the audience to help achieve them. It is suggested you read the project before hearing the presentation.
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