1. Working in your assigned groups:
1. Pick and research one of the following sales methodologies:
The Challenger Sale
Conceptual Selling
MEDDIC
Sandler Selling System
• Target Account Selling
.
Work together as a group to build and deliver a sales presentation to convince the
buyer, a Vice President of Sales at AcmeTech(it's a make believe company), a $5
billion dollar organization selling Enterprise Resource Planning (ERP) software, to use
your methodology to train their 200 salespeople
Your presentation must include the following elements at a minimum:
• Overview of Your Sales Methodology
How it Works
Key Benefits of the Approach
•
Unique Differentiators of the Approach
Why it is the best program for AcmeTech
• Call to Action
•
Note: Feel free to include any additional elements you/your team feel would help
you make a compelling case.
You will deliver a 12-minute presentation as a group with everyone presenting their work to
convince me (VP Sales at AcmeTech) to use your methodology.
Maximum score (20 points)
Evaluation criteria (points):
Content accuracy, completeness and quality (5)
Material Presented in Executive format with appropriate detail (5)
Organization of material: clear flow and good use of textual and graphical
elements as well as animation where appropriate to support presentation of
key concepts, messages and ideas (5)
Delivery style is appropriate: tone, body language, team coordination (5)
Co
Com
ERP
ERF
Com
haw
me
Com
kne
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