Question

Upvote guaranteed only for correct script and quality content

For this assignment you will write out the script you will use in your final assignment, the sales call. It is a conversation between a buyer and seller so don't write it like you might a written report; make it conversational. You and you partner will each take turns being the seller and the buyer in your final video. Each of you will be graded on your role as seller.

buyer comapny- Unilever, seller company- docusign

the script should be

buyer-

seller-

This ensures you will build content for each section of the call. Remember, there are two of you and you need dialogue for both the buyer and the seller in each section.

Introduce yourself and your company - See class lectures

Put the customer/prospect at ease. Make "small talk" to get the customer involved

Move the conversation to the business at hand

Start to ask the customer questions in order to establish the needs - Refer to class lectures and videos.

Confirm the needs - Use SPIN from textbook and lectures, and remember to respond to the customer as they state their needs

Summarize 3 customer needs - the means you need to create 3 needs

State the Bridge - Remember, it is a specific phrase. See class lectures

Present FAB - Include a Proof (FABP)

Trial Close

Objections - The prospect has two objections. One they will mention, one they won’t, you have to dig for it.

Handle objections - Use 5 Step Model from Objections lecture

Close the sale

You will create a dialogue of 10 minutes. There are two measures to make sure you have built enough. Apply both factors to your finished product.

Approximately 1,400 words total

Approximately 4.5 pages,

Scenario: This is your first call on the prospect. You may assume you have spoken to them to book the meeting in the first place, but you don't have an ongoing relationship established.

Answer 1

A sales script for Unilever and DocuSign should include introductions, needs confirmation, product features and benefits presentation, handling objections, and closing the sale while keeping the conversation natural and engaging.

Step-by-step explanation:

For a sales call that engages Unilever as a buyer and presents DocuSign as a seller, the script follows the full sales cycle. A conversational tone should be maintained throughout the interaction to simulate a real-life scenario. Introduce each company, create rapport with small talk, and transit into business discussions. Use SPIN selling techniques to identify and confirm needs, summarize these needs, create the bridge, present features, advantages, and benefits (FAB) along with proof (FABP), and perform trial closing. Address at least two objections using a structured method, and proceed to close the sale. The script is meant to reflect a comprehensive and understandable conversation adhering to business and academic guidelines.

Create a working script that accommodates open and closed questions, which will steer the dialogue, and achieve a natural flow of conversation. Using stage directions, both the buyer and seller roles can be orchestrated to evoke a response and keep the audience engaged. An ideal script would encapsulate the company values, address the identified needs, and effectively handle objections leading to a strong conclusion.

Scripting and practicing the sales call will not only hone your public speaking skills but also improve your ability to write and convey messages in a corporate environment, while also considering audience awareness and the correct use of language that reflects your authenticity.