Jobber, D., Lancaster, G. (2012). Selling and Sales Management (9th ed.). New Jersey: Prentice-Hall.

Exam Case: Applying Selling Skills

In this project, you are to apply the 7 steps and skills in personal selling to a case study.

1. Read the Case, "Mordex Photocopier Company," on page 296. The case presents the background information as a set-up for you to practice the sales knowledge you have acquired from this course.

2. After reading the case, develop, plan, and write your script for the following:

a. The opening - How would you present your case?

b. Need and problem identification - Summarize the problems that have been raised and needs that have been identified.

c. Presentation and demonstration - Explain how your product will solve these problems and meet these needs.

d. Dealing with objections - Select an objection from the list under Discussion Questions accompanying the case (p. 296), and describe how you would deal with the objection. An actual script would be best.

e. Negotiation - Employ the best technique for the situation.

f. Closing the Sale - How would you ask for the order?

g. Follow-up - What would you do for a follow-up?

3. Submit no less than a three-page paper. You are required to read and research other reference materials, such as books, articles, and journals in sales and sales management.

4. Cite your references in APA style.