Bm 3614 Professional Selling & Sales Management Product Features & Benefits Deconstruction

Topics: Marketing, Sales, Benchmarking Pages: 3 (368 words) Published: August 21, 2013
BM 3614 Professional Selling & Sales Management
Product Features & Benefits Deconstruction

and Creation of a ‘Silent Seller’

You are required to do this assignment if you failed assignment 1

Briefing Sheet for Assignment 1

Analytical Step

1. Select any single tangible product OR intangible service of your choice.

2. Secure a brochure or download other product information from the web.

3. Make a list of what you consider to be the most important product features. In this context the ‘cutting & pasting’ of narrative information from your source material is allowed.

4. Link your list of features each with a corresponding benefit to form feature / benefit pairs. This analysis and listing will be captured in a Powerpoint slide (refer to slide templates).

5. Perform a ‘benchmark’ comparison between your selected product and either a named single competitor or with similar competitor products in general. Be sure to provide a clear notation of your selected product’s benchmarking as either ‘o’ (equivalent), ‘+’ (better than), or ‘-‘ (worse than)you comparator. Your benchmarking comparison will also be captured in a Powerpoint slide (refer to slide templates).

Silent Seller Narrative

6. Create a general equivalence statement based on your ‘o’s.

7. Create a specific recommendations statement based on your ‘+’s.

8. Highlight which potential objections have been identified based on your ‘-‘s.

9. Create statement/s as to how you intend to deal with potential objections. Collectively, your silent seller narrative will be captured in a Powerpoint slide (refer to slide templates).

Source Material

10. Examples of your source material should be submitted along with your Assignment.

So Would I Buy one?

11. The overall level of convincingness of your rationale and recommendation will also be assessed.

Mark Allocation

12. Marks will be awarded on the following basis:

- Slide 1. Your...
Continue Reading

Please join StudyMode to read the full document

You May Also Find These Documents Helpful

  • product management Essay
  • Selling and Sales Management Essay
  • Sales Management Research Paper
  • 6 drivers of change in relationship selling and sales management Essay
  • sales force management Essay
  • product management paper
  • benefit of management Essay
  • Personal Selling and Sales Management Essay

Become a StudyMode Member

Sign Up - It's Free