Assignment Instructions/ Description
BCO226 Sales and Purchasing ManagementMID-TERM ASSESSMENT: Sales Pitch Report40% of total course gradeStudents will deliver a compelling sales pitch for a product or service. Students must justify its effectivenessaccording to key indicators of the market and apply theories learned in class.Communication in the business setting is persuasive in nature. You are constantly selling yourself, your ideas, orproducts and services to customers. The goal of this assignment is to help you develop the skills necessary toprepare and deliver a compelling sales pitch. To achieve this goal, you are required to pitch a product or aservice of your choice. The goal is to persuade your audience to “buy” your idea.Instructions and Grading CriteriaThe document should be 1,000 words maximum and address the following points listed below. Keep in mind thatthe pitch must be supported by solid analysis.Elements to address by your pitch and grading distribution:1. Attract the attention of the customer (15%)You need to build a solid opening statement or headline.2. Identify the customer’s problem (10%)Clearly identify the complex set of needs and problems that the product/service can solve3. Build Interest for the customer (10%)You must be able to establish a relationship with the customer. Demonstrate clearly that yourproduct/service has the solution to the problem4. Give a Testimony (15%)Introduce benefits for the audience by showing how other customers have received the product/service.5. Validate the possible objections (15%)Accept the underlying concerns that the customers have about your product/service.6. Create desire (15%)Help the customer come to a decision about your product/service.7. Move the customer to action (20%)You must be proactive by asking for a decision for the customer. Given an incentive to act now.REQUIREMENTSStructure of the Assignment1. Cover page: Must contain your full name, the logo of the school, the name of the course, and the name ofthe professor.2. Analysis: Address the case studies questions3. Bibliography: You should use the Harvard Referencing System.4. Appendix
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