Promotion of Nike products
Description
Presentation Requirements: You are to create sales presentations and a selling plan focused on selling a deeper Nike partnership with a retail entity; this includes expansion of breadth of product as well as deepening the relationship between Nike and the retail entity. Part I: SPIN Selling (50 Points; Individual Grade) o This is an individual role-play assignment, meaning everyone must complete the SPIN sell. The purpose of this assignment is to improve and assess your ability to ask questions and turn customer responses into actionable recommendations. You will executing a 5-minute (max) SPIN (Situation, Problem, Implication, Need-Payoff) role-play to a buyer. The SPIN will be based on the same case as the Role-Play exercise. You will only be graded as the seller. o The objective of the SPIN selling project is to learn how to approach a customer and discover their needs. While you will not transition into the presentation (during the Part I Role Play), you should gain pre-commitment from the prospect and have sufficient information to provide a customized presentation based on the stated needs. o Respond to buyer’s unique social style •Expressives – Strong, intense colors and lots of photos, cartoons, fancy fonts, and positive images •Analyticals- Clean and simple, a list of references, and lots of details •Amiables- With people and a relatively slow-moving presentation •Drivers- Crisp professional visuals with bold lettering to highlight important points o HOW TO STRENGTHEN THE PRESENTATION •Word pictures and stories •HumorVerbal tools •Graphics and charts•Models, samples, and gifts •Catalogs and brochures •Photos, illustrations, ads, and maps
