MK2080 Final Role Play Call Planner-Part 1

MKT2080 Final Role Play Call Planner - Part 1 (15%)
You have been assigned to sell a specific product to potential B2B customers. Your task is to develop a sales call planner that
covers all aspects of the sales process. This assignment will help you understand the key components of a successful sales
call and how to create a strategic plan to persuade your target audience to purchase your product. You can use both Part 1 and
Part 2 of your Call Planner in your Final Role Play Evaluation later in the semester.
General Information
Partner 1 Name:
Partner 2 Name: (if applicable)
Online class does not have
partners.
Assigned Final Role Play
Product:
Identify the Target Audience
for your Final Role Play
Product. Who are the potential
customers? (2 marks)
What are their needs,
preferences and buying
behaviors? (2 marks)
Who is the Manufacturer of
your Assigned Product? If
you were not assigned a
manufacturer, please research
and select one. List here and
include a link to the product. (2
marks)
What is SRP?
Where did you find this price?
Include link to product with
price. (2 marks)
Main Competitor to your
Final Role Play Product.
Include a link to the
competitive product.
(2 marks)
List 1 strength and 1
weakness for the competitive
product listed above.
(2 marks)
Your Assigned Product Information
FAB - Benefits-based selling with supporting information will lead to more sales. What are the features and benefits of the
product? What makes it unique and desirable compared to similar products in the market? (2 marks for each FAB line-
remember they must tie to each other)
Feature Advantage Benefit
List one feature per box Performance Characteristic Something that will matter to the customer, the so-
what?
1.
2.
3.
Customer Value Proposition A concise statement of how you will add value to the prospect’s business by meeting a need
or providing an opportunity. Include a brief description of the product you will be proposing during your final role play
meeting.
Description of Your Product:
(2 marks)
Value Proposition Statement
(1 sentence):
(2 marks)
USP (Unique Selling
Proposition):
(2 marks)
How can you communicate
its value to the customer? (2
marks)
Prospecting Information
Think about the criteria for your ideal Prospect for your Final Role Play Product. You will be focusing on small to mid-size
companies located in Ontario only (not large companies). Name, address, phone, key contact in the organization: who they
are and their title.
List 3 criteria for a Prospect 1.
that would fit your assigned 2.
product. What are the common 3.
attributes that this ideal
prospect would have? See
Chapter 6 in the text for more
information.
(2 marks)
Research 3 small or mid-sized real-life companies that fit your criteria above that you would contact to set up a sales call to
sell your product. The companies should be in Ontario, Canada. List the company details in each section, research who the
appropriate person to contact would be on their website or LinkedIn Profile. Please note: Companies such as Walmart and
Canadian Tire are large companies and will not be accepted for this assignment.
Company 1: Name:
Head Office Address:
Head Office Phone:
Link to their Website:
Contact Name/Title:
Why do you think this prospect is
(2 marks) suitable for your product?
Company 2: Name:
Head Office Phone:
Company 3: Name:
Head Office Phone:
Your Pre-Approach Plan

Pre-Approach Plan- Select one of the Prospects you researched above (the best one!) The remainder of this Call Planner
will be completed with this Prospect in mind.
Name of Qualified Prospect:
(2 marks)
Why did you choose this
Prospect: (2 marks)
If you were to enter this
Prospect into your CRM
(Customer Relationship
Management) program such
as Salesforce, what details
would you include? List those
details here: (2 marks)
Sales Call Objective
What do you wish to achieve in
this meeting?
Make sure you set a SMART
goal. (2 marks)
Marketing Plan details
(example: location in store,
advertising details, in-store
promotional material, return
policy, warranty,
spokesperson, push and pull
strategy). Make sure they are
applicable to the assigned
product or service and to the
prospect you have selected: (2
marks)
Business Proposition (may
include the cost of your
product, SRP, margins,
incentives that you would offer
the buyer) (2 marks)
Recommended Order:
(2 marks)
Negotiable Details (may
include training, free samples,
contest paid by supplier, be
creative with your ideas here)
(2 marks)
Planning the Approach
This section includes what you would say to the prospect either on a cold call or your first meeting. For the prospect you
have selected above, script two different approaches for your assigned role play product. State the approach and write what
the salesperson will say exactly. Remember, the approach should match the prospect you have selected. All Approaches
listed below should be sourced from the lecture material or your textbook.
Approach 1
What approach would you use
for this Prospect: (2 marks)
Approach: (2 marks)
State exactly what you would
say (a script) to the customer:
(2 marks)
Approach 2
What approach would you use
for this Prospect: (1 mark)
Approach: (2 marks)
State exactly what you would
say (a script) to the customer:
(2 marks)
How will you build rapport
with your prospect in your first
meeting? (2 marks)
Needs Analysis
Create 5 open-ended needs analysis questions that will uncover the customer’s real needs. This will help you tie their needs
to your FAB. Keep your selected prospect in mind as you develop these questions.
Question 1 (2 marks)
Sustainability
How does your assigned
product/manufacturer handle
sustainability? Is your
assigned product sustainable?
Consider the product
packaging. Outline one
sustainable policy that you can
use to help sell your product. (2
marks)
How does your selected
prospect handle sustainability?
What is their sustainability
policy? (2 marks)

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MKT2080 Final Role Play Call Planner - Part 1 (15%)

Your Pre-Approach Plan

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