Memorandum

develop an outline for your RSS Presentation. Although adaptive selling techniques should be used, outlining
a presentation helps a salesperson plan their sales call and helps them stay on track when conducting the
sales call. This outline may be longer than one page. This assignment will help you prepare for the RSS
event November 28.
The outline should cover the following:
I. Your Sales Call Objective and Back-Up Plan Objective
II. • The Opening and Probing make sure the probing questions are suitable relative to your sales
call scenario.
III. • Features
• Benefits
• Making Selling Points (compare to competitors’ products)
IV. • Anticipated Objections
• Objection Handling
V. • Trial Close
• Primary Close
• Secondary Close
• Close on Back-Up Plan Objective
VI. • Backup sales info (competitors’ info in a one-sheet format )