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Pages:
3 pages/β‰ˆ825 words
Sources:
3 Sources
Style:
APA
Subject:
Business & Marketing
Type:
Essay
Language:
English (U.S.)
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MS Word
Date:
Total cost:
$ 12.96
Topic:

Whiteboard Selling Techniques

Essay Instructions:

You have just been promoted to the job of Manager of Sales Enablement at your company. As your first assignment, the VP of Sales has asked you to create a video for the salesforce that demonstrates whiteboard selling. The video should teach salespeople how to sell a product or a service of your own choosing using whiteboarding techniques. Be sure to consult the textbook to determine which type(s) of whiteboards you will include in your assignment.
Topics are not assigned so that you can be creative and focus on a product or service that is of interest to you. You should feel free to meet with the professor to discuss ideas before formally proposing a focal product or service. Refer to chapter 18, Choosing the Right Topic for Your Whiteboard.
In order to complete this assignment, you will be organized in trios where one student will act as the "customer", and another student (you) will present the product or service, manage objections and answer questions from the "customer". The third student will videotape your whiteboard session that you will upload to this assignment. Upload the video here.
In order to create a realistic and compelling scenario, you must develop the story of your product or service. Remember that when you use a whiteboard, you put data and ideas in your own words. This will make the information more interesting and help the customer understand it more completely. At which point of the Sales Process will the whiteboard technique will be used? Be sure to include a description of the product or service, and its FFBs (Features, Functions, Benefits) and differentiation, using course concepts and tools from other courses you have taken during your degree program.
Deliverables:
a) A sales enablement tool: the video should be 7-10 minutes in length and should include the elements noted above. This is a video that the sales team or sales partners will watch to understand how to sell the product or service. Upload your video to YouTube or upload it here.
b) A 2-4 page double-spaced document that summarizes the key points, structure (framework), flow (how it will run step-by-step), and content of your whiteboard presentation. Consider this document as the storyboard for your video. How did you outline and prepare for your video?
What constitutes a strong assignment? Creating an engaging way to capture an audience that combines selling techniques, strong communication, creativity, and confidence will go a long way toward a high grade. Be sure to follow the techniques and tips from the textbook.

Essay Sample Content Preview:

Whiteboard Selling Techniques
Name
Instructor
Course
Date
Whiteboard Selling
Outline of the video
Whiteboard selling is a powerful strategy that employs visual tools to convey complex ideas and notions to prospective customers (Welsh, 2023). This approach allows sales representatives to captivate their audience and deliver an unforgettable, interactive encounter that amplifies comprehension and recollection. I conducted extensive research about the product to prepare for this presentation video. I read books and browsed different websites to get more information. When selling a product to a customer, it is imperative to have enough information to convince that individual to purchase a product. I needed to illustrate why Myriad Group's M9 ultrasound device is better off compared to other devices in the market.
The video started with a brief introduction of the company and the product. A description of the revenue the company achieved in the previous financial year is given. I invited a client and explained more about this product. The next step is a detailed description of the features of Myriad Group's M9 ultrasound device. The last step of this presentation entails a comparison of Myriad Group's M9 ultrasound device and Matilda's ultrasound products. It is important to note that Matilda ultrasound products are the main competitors of Myriad ultrasound devices since they offer a wide range of optional configurations and produce high-resolution images.
Background information about the company
Mindray Medical International Limited is a globally renowned company specializing in designing and manufacturing innovative medical devices and solutions, with its headquarters in Shenzhen, China (Williamson, 2016). Established in 1991, Mindray Medical is committed to delivering top-notch, high-performance, and dependable medical devices and services to patients worldwide. Among its flagship products is the Mindray M9 ultrasound line, which employs state-of-the-art imaging technology and various scanning modes to cater to diverse medical needs.
Information about the product
Myriad Group's M9 ultrasound device boasts exceptional precision in image capture, multiple scanning modes, and a user-friendly interface, setting it apart as a competitive offering in the market. In contrast to other ultrasound products, Myriad's devices allow doctors to tailor the settings to their usage habits, feature multilingual support for physicians across diverse regions, and offer a simple, intuitive interface that minimizes training costs and promotes ease of use. Conversely, competing brands may require users to adapt to more complex interfaces, making Myriad's M9...
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