4.3 Final Sales PresentationYou may select a Group Presentatio.docx

4.3 Final Sales Presentation
You may select a Group Presentation or you may work alone.
There is a video presentation of the following information
attached to this assignment.
Examples of presentations are provided at the end of the
instructions.
Animation software should not be used as the backdrop for this
promotional video.
Please review the rubric.
Due at the end of Week Three: Outline for Presentation
Due by the end of Week Four: The actual presentation
If you need assistance adding (required) narration and music to
Keynote, you can call FSO Support for help. Also, you can
follow these directions:
https://support.apple.com/kb/ph26006?locale=en_US
Objectives:
• Determine how to “sell” through an infomercial/commercial
• Determine how to understand and apply the principles of
AIDA (below)
• Build upon knowledge gained in the marketing courses
• Produce a high quality presentation designed to “sell” a
product or inspire people to donate to a good cause
• To employ technology that demonstrate effective use of 21st
century skills
Assignment: Create a dynamic, compelling
commercial/infomercial that will be used on the website for
product/charity or business. Background music is required and
should suit the emotional tone of the message and the tastes of

the target market.
This is the actual video presentation or a self playing narrated
Keynote that would serve as the commercial for your business,
charity, product. Multiple files will not be accepted for this
assignment.
Since this is the Actual Commercial, you should not include
background information from your creative planning - only the
actual content intended to be shown to your audience.
Deliverable:
Commercial/Infomercial using video will last 2 to 5 minutes.
Narrated Slideshow will include at least 10 slides and last 2 – 5
minutes. Background music is required.
You may create a hybrid – Slideshow plus Video or Video
including Slideshow.
Instructions:
1. Write a script using all research on your topic.
2. Produce a video or self playing narrated Keynote and submit
to the platform. If you are unable to upload the platform, you
may use the course dropbox. Please email me that your
presentation has been uploaded if you use dropbox.
Dropbox.com
Sign on: [email protected]
Password: professionalsellingfs
Additional Information for Creating Your Presentation.
All presentations must: (AIDA)
Capture the audience's Attention
Create Interest
Instill Desire

Motivate them to Action
You should determine.
The Product/Service/Charity/Business – What are you selling?
Target Market – Who are you selling to?
Product Features and Advantages – What makes your
product/charity better than others?
Benefits – What will your product/donation do for the
consumer?
Objections – Why would the customer resist?
Price – For products
Minimum Contribution - For charity donations
Needs – If you are selling a product or business, what needs
does your product meet?
Concept – What is the principal theme of the Presentation?
Theme headlines? What will attract the largest audience?
Strategy – How to implement the concept. Video, Keynote?
Format – documercial? storymercial? actionmercial?
Elements – What scenes must be included? Product shots,
testimonials, experts?
Opening – How do we grab our audience in the first seven
seconds?
How can we make the shot title catchy, different, yet reflect the
show’s content?
Retentives – What specific tactics will we use to keep the
audience watching?
Call to action – Tell the audience exactly what you want them
to do.
Script Writing:
Script the call to action (CTA) first, then script the show body
to synchronize with the CTA: when the viewer is asked to make
a decision. It’s an exercise in clarity. You’ll discover how you
need to describe and place the product benefits and features in
condensed time. And remember, the consumer needs to
understand the logic of contributing to your cause, funding your
venture or purchasing your product.

Body Scripting
The presentation copywriter’s primary goal is to motivate an
immediate response.
The key to great body scripting is to get the viewer’s attention.
And keep it for every moment of every minute. The only way to
do this is to think—for every paragraph, on every page of
copy—how am I getting and keeping their attention?
Creating the Video/Keynote
http://www.thinkoutsidetheslide.com/five-tips-to-m...
Here are some ways to get attention:
1. Visual Grabbers. Beautiful, startling visuals get attention
2. Problem and
Solution
. This is a classic opening. State a common problem and then
tell
viewers you have a solution. They’ll watch to discover it.
3. Be Personal. Talk to the individual. Use “you,” not
“him/her/them.”
4. Tell a Story. Stories take time and command people’s
attention from beginning to end.
People seek resolution and happy endings.
Testimonial features (real-life stories) are very effective.
5. Show the Process if you are selling a product. The mind is
curious. People love watching a process of making or changing
anything.
6. Ask Questions. If you ask a question viewers are naturally

wondering about at that moment, they’ll wait for the answer.
7. Pacing. Keep your dialogue moving, your voice-overs and
testimonial cuts brief
(maximum 15 to 20 seconds).
8. Call to Action – You must give the audience a definite action
step about how
to purchase or donate! What next step should the viewer take?
Again, remember -
AIDA: Get attention, create interest, then desire, then motivate
them to action. Move it.
Present the Dream. Give viewers a good sense of how their
contribution/purchase makes a difference in their lives and
potentially the lives of others.
Be Specific. It’s easier to write in generalities; but generalities
don’t sell. Cut the extra words and get down to essential selling
points.
Technical Questions: Call FSO Support
Helpful Hints!
* Sell with every sentence.
* Change the pace or topic throughout
* Decide which of the following elements will make up the core

of your presentation.
It could be all of them or just a few. (Call to Action required)
TESTIMONIALS - The format presents how
contributions/purchasing the product have made a difference.
ENDORSEMENTS - A celebrity (can “pretend to be a
celebrity”) can add credibility.
CASE HISTORIES – Tell an individual story.
DEMONSTRATIONS – Important for product sales. Features
and Benefits.
SUMMARIZE - Summarize the most important points you wish
to convey.
CALL TO ACTION - If soliciting through Media, make it easy
for them to contact you. If you have a phone “call to action”
make sure to use a local or toll-free number and repeat your
"call to action".
If driving people to your web site, give specific instructions on

how to order or donate.
The Business Scenario: Ink, Inc.
Overview of the Business
Ink Inc., located in Tigard, Oregon, is a regional publisher
specializing in books that provide practical guidance in legal,
tax,
and business matters. Ink Inc. sells to bookstores, book
wholesalers, and direct to consumers, via orders received by
phone, mail, email, or at the
company website. To date, its promotional efforts and most of
its sales have been concentrated
in the Pacific Northwest. Over the past five years the

company’s rate of growth, historically
modest but steady, has accelerated with the introduction of a
line of books providing advice to
individuals working as independent contractors. Popular
interest in such books can be directly
linked to the significant increase in businesses’ use of contract
help, particularly in the area of
information systems development. Ink Inc. now hopes to take
advantage of this opportunity by
extending the reach of its promotional and sales efforts to other
major urban markets, including
New York, Boston, Dallas-Fort Worth, and the San Francisco
Bay Area.
Such a move places the company at the threshold of
unprecedented growth. On the other hand,
Harve Bookbinder, president of Ink Inc., has recently expressed

doubts about whether the
company's current approach to order processing and fulfillment
can keep up with the anticipated
increase in demand. He has also begun to complain about being
unable to get the kinds of
information about customers' needs and purchasing patterns that
he'll need in order to raise an
aggressive and well-targeted marketing campaign in these new
regional markets. A description
of Ink Inc.'s order-handling process and the data involved in
that process follows, along with
comments noting some (although not all) of the problems that
have occurred with it.
Order Processing & Fulfillment
When an order for books is received, the salesperson writes up
the order on a personal computer

using a standard combined order/invoice form that is available
as a Word document. (Orders
placed at the website use a relatively primitive order form that
is “dumped” to a document file for
completion and editing by a salesperson.) The order/invoice
form records the customer’s account
number, name, billing address, and phone number; an invoice
number, an invoice date, payment
terms, name of carrier, shipping weight, the ship-to address,
order subtotal, sales tax, shipping
and handling charge, order total, payment-on-invoice (e.g.,
some orders come pre-paid by check
or credit card), and total amount due. For each book-title
ordered, the order/invoice form also
records a book-title identification number (the ISBN, or
International Standard Book Number),

first author’s last name, book title, availability date, copyright
date, unit price, quantity ordered,
discount applied (if any), and the net price charged (unit price
times quantity ordered less
discount).
When the salesperson writes up the order/invoice, s/he typically
must look up much of the
information required for the form. For examples, the
salespeople generally haven’t memorized
prices, as there are too many titles, and the prices often change.
Also, customers often don’t
know the ISBN, and frequently get authors’ names and the titles
wrong. To get the required
information, the salesperson looks it up in a product
information “database” contained in an
Ink

Inc.
Business Scenario, Page 2
Excel spreadsheet file. This spreadsheet file is maintained by
the marketing department and
copied by “sneaker net” to the individual salespeople’s
computers, as the information gets
updated. Separate worksheets cover each subject area (legal,
tax, business, etc.). Within a
worksheet, the publications are arranged, at the time the file is
installed on the salesperson’s
machine, by date order of publication (latest titles first).
Naturally, salespeople have learned how
to re-sort the worksheets based on other data columns (e.g., first
author’s last name) in order to
find publications of interest.

As you might expect, there have been problems with this
approach to managing Ink Inc.’s
product data. Data-entry errors have occasionally been made in
the marketing department;
spreadsheets have become corrupted through the salespeople’s
manipulations; sometimes, not all
salespersons’ machines have been consistently updated. As a
consequence, order errors occur
(wrong titles ordered, wrong prices assigned, etc.), customer
service costs are high, and customer
satisfaction suffers when problems happen.
When an order/invoice form is complete, the salesperson prints
a copy on a laser printer shared
via local area network (LAN) with the other computers in the
sales department. The salesperson

places the copy in a basket for pick-up by a representative from
Inventory/Shipping.
Order/invoices are usually picked up four times per day, the
warehouse being about half a mile
away from the sales office. When an order/invoice form arrives
at the warehouse, it is placed at
the back of a tray at the shipping desk to await its turn for
fulfillment. Orders are processed on a
first-in/first-out basis.
When an order/invoice reaches the front of the tray, a shipping
clerk heads into the warehouse
with the form and a cart, seeking the titles ordered. The titles
are stocked on racks and shelves in
order by ISBN. (Where an ISBN is missing or in error on the
form – something that happens

occasionally – the clerk must call the salesperson of record to
get clarification on the ordered
item.) As the shipping clerk collects the books for the order,
s/he checks them off on the form.
Should a title be sold out or be in insufficient quantity to satisfy
an order for multiple copies, the
shipping clerk notes the item as a “back-order” on the
order/invoice. Once all the available titles,
in the appropriate quantities, are collected for the order, the
shipping clerk makes three additional
copies of the form, using a copy machine located at the shipping
desk. The shipping clerk then
packages up the books and includes inside the package one copy
of the order/invoice, which
serves as a packing slip.
The shipping clerk then files another copy of the order/invoice

at the shipping desk in one of two
files: a file for Completed Orders, or a file for Unfinished
Orders (that is, orders having back-
ordered items). In both files, order/invoice forms are filed by
order/invoice number. On an on-
going basis, an inventory-control clerk will go through the files
for both types of orders and
manually update a comprehensive spreadsheet file used to track
inventory, in order to reflect the
quantities of the items that were sold from stock. The
inventory-control clerk will also note, in a
special column in the inventory spreadsheet, the products for
which back-orders have been
identified. This subsequently helps to alert inventory &
shipping staff to complete the fulfillment
of the affected orders, once more copies of the titles in question
are produced. (The Production

Manager consults the inventory file in determining if and when
to produce and bind additional
Business Scenario, Page 3
copies of a given title. This business process, however, is
beyond the scope of interest in this
exercise.)
Returning to order processing, the shipping clerk paper-clips
together the remaining two copies
of the order/invoice and places them in a basket for transport to
Accounting.
When the order/invoice arrives at Accounting, a bookkeeper
checks the totals on the
order/invoice form, adjusts the total-amount-due to reflect pre-

payments and any back-ordered
titles (customers are not charged for books until they are
shipped), and then sends one copy of the
order/invoice form to the customer as an invoice. The last
remaining copy of the form is filed by
order/invoice number in a file drawer for Orders In Process.
Invoicing is sometimes delayed
when a bookkeeper must check back with Inventory/Shipping
because s/he has difficulty reading
the notations made on the order/invoice form, either due to
illegible handwriting or poor copy
quality.
If a customer calls to inquire about the status of an order, s/he
is transferred to the shipping desk
in Inventory/Shipping. Here, the clerk taking the call searches
through the files for Completed

Orders and/or Unfinished Orders to locate Inventory/Shipping’s
copy of the order/invoice. If the
customer has already received an invoice and is calling about
back-ordered books or a fulfillment
error, s/he can usually provide the order/invoice number. This
obviously speeds up the search
process. Otherwise, the clerk uses the approximate date of the
order to “zero in” on the part of
the file likely to contain the form, and then scans the forms in
that general area for the customer’s
name. Once retrieved, the form provides information on
shipment date, mode of shipment,
backordered titles, and so forth that a customer is usually
seeking. However, because of filing
errors and the occasional loss of paperwork in transit between
locations, an Inventory/Shipping

Clerk may be unable to answer a customer's inquiry at once, and
a trace must then be placed
seeking the related copy of the document maintained in
Accounting.
When back-ordered books come into inventory, the
corresponding order/invoices are located and
pulled from the file. (Again, the back-ordered “flag” in the
inventory spreadsheet file serves to
alert staff to the fact that back orders must be sought and
fulfilled for those particular titles.) For
each order/invoice, a back-order memo is prepared and three
copies are made. One copy serves
as the packing slip that accompanies the book(s) shipped to the
customer; one copy is attached to
Inventory/Shipping’s file copy of the original order/invoice; and
one copy is sent to Accounting.

Accounting then prepares a revised order/invoice to send to the
customer reflecting the additional
charges for the follow-up shipment.
In laying plans for a marketing campaign in the Bay Area,
Harve Bookbinder and his vice-
president of marketing, Irwin Wiley, recently needed
information on how sales of Ink Inc.'s
different categories of books (legal, tax, business) had
historically been distributed among the
different types of customers (wholesaler, retailer, consumer). It
took a team of five college
interns working all summer with the invoice files in Accounting
to assemble the report
Bookbinder and Wiley were seeking.

4.3 Final Sales PresentationYou may select a Group Presentatio.docx

4.3 Final Sales PresentationYou may select a Group Presentatio.docx

Recomendados

Recomendados

Mais conteúdo relacionado

Semelhante a 4.3 Final Sales PresentationYou may select a Group Presentatio.docx

Semelhante a 4.3 Final Sales PresentationYou may select a Group Presentatio.docx (20)

Mais de troutmanboris

Mais de troutmanboris (20)

Último

Último (20)

4.3 Final Sales PresentationYou may select a Group Presentatio.docx