Demonstrate understanding of field sales operations including customer prospecting, relationship management, and territory planning.
Apply academic concepts from marketing, sales management, and communication to develop and execute a comprehensive sales plan.
Develop competencies in client needs analysis, negotiation, and closing techniques within field environments.
Utilize data analysis to identify key market segments and optimize sales routes to maximize coverage and efficiency.
Enhance problem-solving and decision-making skills when addressing real-time customer objections and competitive challenges.
Practice professional communication and reporting by preparing sales proposals, progress reports, and delivering formal presentations.
Foster self-management, adaptability, and ethical sales behavior essential for success in dynamic market conditions.
Analyze provided market data and customer profiles to identify potential high-value clients in a defined geographic territory.
Develop a detailed field sales plan including target customer identification, sales approach, visit scheduling, and resource allocation.
Prepare and deliver a persuasive sales pitch tailored to one key prospect, demonstrating product knowledge and customer needs alignment.
Simulate field visits where students role-play customer interactions, handle objections, and negotiate terms to close sales.
Collect and compile customer feedback and sales outcomes into a report highlighting successes, challenges, and lessons learned.
Use sales management software or spreadsheets to track visits, sales pipeline status, and forecast monthly sales performance.
Provide strategic recommendations for improving the sales approach based on data analysis and simulated field experiences.
Present a final project report and oral presentation to a panel acting as company management, defending sales strategies and proposed improvements.
