Concept: A start-up company (small business) wants to enter into a consulting contract with you to help them establish their value-driven approach to relationships with their customers and salespeople. As the small business is sure that their ideas to build these relationships are great, they are not quite sure how to organize and implement them. For the sake of the sales process, they need help to initiate a successful sales relationship. [THIS IS WHERE YOU COME IN] You must come up with a proposal that will help them address their management model for relationship selling. The model must be based on the following hallmarks:
- Traditional vs. Relationship Selling (creating a win/win situation so that the product or service being sold truly meets the needs of the buyer).
- Completely Filling Customer’s Needs (beginning with the best way to ensure a small business is identifying the true needs of their customers).
- Communications (best practices for communicating between their customers and their sales people).
- Selling Techniques (suggest simple, creative, and effective techniques that will improve business relationships).
- Rejection (suggestions on the survival of their operations based on how they should deal with rejection).
- The Sales Process (suggest a flexible and professional process to customize their sales framework and build better customer relationships; starting with the quality of the initial product or service, on to the sale, and ending with the follow-up).
- Building and Sustaining Customer Relationships (how to transition from a “client” to “partner” philosophy as a way to express a mutual expert associate and professional relationship…”I’m not just selling you a product, I am building a personal relationship and selling you a service”).
- Creating a Dynamic Sales Professional Team (employee trainings, business goals, employee assessments, etc. – suggestions on how to monitor sales associates to ensure they are professionally committed to the business and the customers).The management model is for you to create a proposal using PowerPoint to help a small business initiate a successful sales relationship. This is your proposal that you would verbally present in front of the Managers and Executive Board of a small business. Show them (via PowerPoint) how you propose they build their sales relationship with their customers and salespeople [if you provide a thorough model I can take it and share it with other organizations wanting to improve their customer relations].
- Be sure to address all of the current business trends associated with building better relationships. Conduct research of other business models that have been successful with these hallmarks.
- Each hallmark should be addressed in a minimum of 2-3 slides
- The presentation should include some graphics but not animation (remember you are presenting this to a potential client to showcase your Customer Relations Managerial Skills)
- Include a conclusion slide (summarizing your findings for this Project)
- The first slide should be your personal introduction information and your final slide should include your references/citations
- TIPS:
- Be careful of being too wordy in your slides as it becomes overshadowing and the audience will focus more on what they are reading rather than the knowledge that you will be sharing with them
- Provide in-depth information so that as the owner/manager of this small business I (the potential client) feel after you have consulted with my team we would be more prepared to improve our business relationships
- address all of the current business trends associated with building better relationships
- Don’t just give definitions of terms, but identify how they are applicable to a small business
- When it comes to formatting a PowerPoint; make sure that you utilize the space available and ensure sure that you display an aesthetically engaging document that will not draw attention away from the content but will add visual appeal to the overall presentation
- NOTE: This format is in lieu of a research paper. Therefore, instead of you typing a 5-10 page scholarly document, you will transfer your findings and format them into a PowerPoint presentation.
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