SELLING ASSIGNMENT: Sales Presentation Report for Indestructible Ltd.

This report presents a sales presentation developed by a student, focusing on selling the "Ryder" shoe product of Indestructible Ltd. to Zappos Ltd., an online footwear and clothing retailer. The report outlines the sales call objectives, including understanding the customer's background, needs, and potential objections. It includes a detailed customer profile and planning sheet for Mr. Jonathan Matthews, the retail manager at Zappos, analyzing his personality, buying habits, and needs. The report also provides a bibliography of the sources used. The presentation aims to secure a product deal by building rapport, addressing the customer's needs for comfortable footwear, and ultimately, making a sale. The document showcases the student's understanding of sales techniques, customer analysis, and the practical application of sales strategies in a business context. The assignment was completed for a term project on formal sales presentations.

Running head: SELLING ASSIGNMENT
SELLING ASSIGNMENT
Name of the student:
Name of the university:
Author Note:

1SELLING ASSIGNMENT
Table of Contents
Description of Prospect..................................................................................................2
Sales Call Objectives......................................................................................................3
Customer Profile and Planning Sheet............................................................................5
Bibliography...................................................................................................................7

2SELLING ASSIGNMENT
Description of Prospect
The prospect is Mr. Jonathan Matthews who is the retail manager of Zappos Ltd,
which is a online footwear and clothing store in Las Vegas, United States. The parent
organization of Zapps is Amazon Ltd. The market share of company is at 200 crores (USD)
as reported on 2015. It has stores globally all over United States to Asian countries like India.
The store is mainly operated online with other varied product lines like handbags, women
jewellery section. The footwear collection consists of branded products. The retail manager
of Zappos Ltd. is chosen as the lead to promote the new product Ryder in the product chain
and get a product deal after the purchase confirmation. Mr. Jonathan, although being from a
competitior firm in the same industry has a different personality of choosing comfortable
shoes which is best fit for the Indestructible Ltd.’s product line of shoes.

3SELLING ASSIGNMENT
Sales Call Objectives
 Objective 1 - The first objective is to get to know the customer and the background.
The background of the customer is needed in order to frame the type of product that
must get sold, the variaations in the demand pattern of the respective customer. The
background of the customers helps in jottind down the cultural, demographic,
psychological, behavioural and the social factors that may affect the purchase decision
of the product.
 Objective 2- The second objective is to undertand the needs of the customer. The
needs of the customer should be very clearly understood along with the desires of
features and additional requirements which thee customer will want it future. The
product should be able to meet not onlt the present but the future requirement of the
customer also. The customers should not look for another susbstiutre to satisfy that
particular need which the product sold shal faile to provide.
 Objective 3 – The possible objections that may arise from the customer are needed to
be polished . The customer will put forward his objections in the front of the
salesperson wich can be either intentional or unintentional. The main purpose is to list
down the possible objections and prepare the solutions instantly for making the
customers feel at ease and purchase te product. The queries to each objection question
should be handled tactdully, due to which good proble skills and the product
knowledge will be plished beforehand.
 Objective 4 – The fourth objective is to make the close. No matter what is the
objection or the pssible rejection statement, the main objective is to always try for the
close from the customer’s end until and unless thee customer provide valid objection

4SELLING ASSIGNMENT
in terms of less financial power to purchase the product. The customer’s queries
should be solved in order to maket the purchase but not for consultation only.
 Objective 5 – The fifth objective is to make 10 products purchased by the customers
on the list. The customer should be targeted for the purchase but as well as using the
snowball prospecting technique, the other references and te close famiy memebers are
to be contacted and targeted for making the purchase too. The ultimate objective is to
make the sale but in ethical terms.
 Objective 6- The sixth objective is to create a rapport with the cutomer and build a
relationship. The long business in future can be built through the relationship
building model of selling where the queries, problems and the needs of the customer
are looked upon and dealth with good service. The customer should not be felt
pressurized through aggressive selling technique.

5SELLING ASSIGNMENT
Customer Profile and Planning Sheet
Name of the Company
Zappos Ltd.
Address of the Company
Las Vegas United States
Type of business
Online footwear and clothin retail business
Name of buyer
Mr. Jonathan Matthews, Retail Manager of Zappos Ltd.
People who influence buyer in buying decision
The people who will influence Mr. Jonathan are the main business heads in his office like the head manger and
the family as well as the friends. The company in which he belong is itself a footwear online store. Therefoore
the head manager of the company is bound to influence his decision of purchasing the deal of the another
company of footwear business.The family including the lifestyle he lives in and the type of shoes he wear in
the family outings as well as the friends who have a different fashion sense are bound to influence him.
Buying hours
The most appropriate hours to make the sale is on the weekends.
Best time to see the buyer
The buyer being a retail manager will be busy the whole working week, therefore taking an appointment on the
busy schedule will be difficlut. However, the best time is to visit him on weekends at his home. The sale can
take place under personal environment with more precision of attainment to his needs of footwear. However, if
he is not available on the weekend, then Friday being the most end of the workweek is to be taken as the best
day to visit him within the lunch period. The lunch period can be the good time to sit and discuss with time
about the product and closing the sale.

6SELLING ASSIGNMENT
Receptioninst and Gatepassing
Ms. Martha Gomes.
The receptionist is always attentive, therefre gatepassing her will be a quite difficult task. The appointment has
t beissued from before to Mr. Jonathan, so that the receptionist allows the entry for a formal meeting with him
during the lunch period. In order to gatepass, the requirements of a visiting card and the mails being sent of
having a record are to be provided beforehand.
Buyer’s personality that imply selling needs
The buyer’s personality is much of a busy businessperson but with a high fitness lifestyle sttitude. Mr.
Jonathan prefers to workout on the evenings and hit the gym. He prefes going for long walks with his family
during the weekends a per the information gathered. He is very conscious about the footwear he chooses to
wear during his walking or during the fitness period. He has a very virbrant personality with uniqueness in his
attitude. He do not prefer monotonous way of dealing things in life. He likes adventure and a flexible approach
to work or be it in life’s decision making. This personality is much suitable for the customer Indestructible Ltd.
has been looking for to sell it’s product brand of Ryder shoes. His personality is fit for the shoes.
Buyer’s needs
The buyer is mainly in need of a comfortable show which can give him the best comfort while exercising as
well as waling without having the tension of shoe sole getting worn off or the bad smell from shoes. The brand
is not the ultimate need for Mr. Jonathan. He prefers comfort over high luxurious items.

7SELLING ASSIGNMENT
Bibliography
“About Us.” Zappos.Com, 7 June 2019, www.zappos.com/about/.
Shoes, Indestructible. “Ryder Grey.” Indestructible Shoes,
indestructibleshoes.com/collections/ryder/products/ryder-grey. Accessed 14 Apr.
2020.