The Power of Selling, 2010a

2. Assume you are the director of development for Jessica’s Haven, a nonprofit organization that provides
support to children with terminal illnesses and their families. You have identified Gymboree as a
prospective corporate donor. Develop an agenda for a sales call to learn about how Gymboree might
support Jessica’s Haven and share information with the company about who the nonprofit serves and
how it operates.
3. If you were the salesperson for Red Bull and you were calling on a major grocery store chain, identify
three potential illustrations that you could use during your presentation.
4. Describe how your preapproach would differ (in dress, tone, conversation) for each of these
situations:
o
o
o
o
Selling pharmaceuticals to a doctor
Meeting with the dairy farmers of Wisconsin to sell cheese packaging
Calling on a professor to sell textbooks
Selling computer software to a start-up liquor manufacturer
5. [1] Stephanie Clifford, “Practice, Practice” Inc., February
2007,http://www.inc.com/magazine/20070201/features-sales-performance-szaky.html(accessed July 15,
2009).
6. [2] Stephanie Clifford, “Practice, Practice” Inc., February
2007,http://www.inc.com/magazine/20070201/features-sales-performance-szaky.html(accessed July 15,
2009).
7. [3] “Approach Every Presentation as If It Were Your First,” Selling Power Presentations eNewsletter,
February 20, 2006,http://www.sellingpower.com/content/newsletter/issue.php?pc=569 (accessed March
16, 2010).
8. [4] Stephanie Clifford, “Practice, Practice” Inc., February
2007,http://www.inc.com/magazine/20070201/features-sales-performance-szaky.html(accessed July 15,
2009).
9. [5] Lahle Wolfe, “How Do You Practice Your Sales Presentation?” online discussion board, About.com,
June 11, 2008, http://sales.about.com/b/2008/06/11/how-do-you-practice-your-salespresentation.htm#gB3
(accessed July 15, 2009).
Saylor URL: http://www.saylor.org/books
Saylor.org
371