Write a Report, based on the following steps, using contacts and companies you have already been in touch with for this course.

Step 4,5,6 and 7
 

• Step 4

The Recognition Process
• determine the prospect's needs
• Step 4b

The Presentation
• describe how you would do a demonstration for a Prospect
• explain three features and benefits you would cite (FABs)

• Step 5

Handling Objections
• describe how you would handle three types of objections
• see page 288 in Selling Today, Manning, Reece, Mackenzie
• remember to focus on issues related to a typical int'l buyer's concerns such as performance, quality, dependability, delivery, service and repairs, language considerations, cost, import restrictions

• Step 6

Closing and confirming the Sale
• prepare a closing worksheet
• see page 309 in Selling Today, Manning, Reece, Mackenzie
• discuss three closing techniques

• Step 7

Servicing the Sale
• discuss how you would follow-up and service the sale to maintain a satisfied customer
• - see Chpt 14 in  Selling Today, Manning, Reece, Mackenzie