HA - 400
STRATEGIC SALES PLANNING FORM (Role-Play Ib)
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MATCHING BUYING CONDITIONS
(NEEDS) WITH PROOF DEVICES AND FEATURE BENEFITS
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BUYING CONDITION "You indicated that you wanted... |
PROOF DEVICE "here is...
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FEATURE "which have...
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TRANSLATION WORDS "which means to you...
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BENEFIT "that...
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CONFIRMATION QUESTION "how does that sound?'
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Need # 1
"__(number) guest rooms. |
A picture of one of our guest rooms. (assume you are making a presentation to the customer using a brochure) | "just been renovated. | "so... | "Your people will enjoy clean, comfortable, spacious, and attractive surroundings. | "Is that what you had in mind?" |
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| Need # 3 | |||||
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Need # 4 |
INSTRUCTIONS
Follow the Role-Play Assignment instructions, however basically you are to take each of the Buying Conditions or Needs specified by Toni Bush and plan how you would make feature/benefit statements. NOTE: the above format is what you will later use when you begin to make formal presentations in your role-plays.