Sales Presentation: Nikon Wireless Endoscopic Camera Project

This assignment presents a detailed sales presentation for Nikon, focusing on selling its wireless endoscopic camera to Ottawa Hospital. The presentation begins with an introduction and identifies the sales situation, highlighting the hospital's problem with sterilization methods and Nikon's solution. It outlines the roles assigned to employees, emphasizing the involvement of administrative departments, physicians, and a dedicated salesperson. The presentation then describes the sales process, including understanding customer requirements and implementing strategies to fulfill their demands. Furthermore, it details the selling skills learned throughout the project, such as product knowledge, understanding buyer-seller relationships, presentation styles, overcoming objections, sales questioning, sales call planning, strategic prospecting, and time management. The assignment concludes by summarizing the key elements of the sales strategy and the skills gained in the process, with references to support the analysis. The project underscores the importance of strategic planning and effective communication in B2B sales.

Sales
Presentation
Overview

Table of contents
• Introduction
• Identification of the situation
• Assigning Roles
• Selling skills learned
• Conclusion
• References

Introduction
The paper will provide a detail description of the situation
which is related to sell a product to another organization. It
will discuss the roles that would be assigned to the
employees. It will also discuss the selling skills learned
throughout the process.

Identification of the situation
• Nikon is a Japanese multinational corporation in Tokyo, Japan
• Nikon sells the wireless endoscopic camera to Ottawa Hospitals
• Ottawa Hospital is determined to be the customer of Nikon
(Limbu, Jayachandran, Babin & Peterson, 2016)
• The research demonstrates various information to sell the
product
• The sales proposal provides with the strategies used to sell the
product

Details of the situation
• Nikon wants to sell the wireless endoscopic camera to Ottawa Hospital
• Ottawa Hospital is a public university teaching hospital in Ottawa,
Canada
• Ottawa hospital is dealing with the problem of using a poor
sterilisation method
• Nikon seeks to solve this issue by selling the wireless endoscopic
camera.
• The company provides details of the product to its customer
(Chapman, Schetzsle & Wahlers, 2016)

Assigning Roles
• The administrative department and the physicians will make the
buying decision
• The managers would assign roles to the members of the department
• The salesperson would be assigned to sell the wireless endoscopic
camera to Ottawa Hospital
• The members would be assigned responsibilities to promote the
product
• The product would be provided to the customer

Act out of the scenario
• The manager of the organization would make different plans
to sell the product to Ottawa Hospital
• The company would understand the requirements of its
customer
• The members of the organization would act accordingly to
fulfil the demand of Ottawa Hospital
• The managers and the members would implement steps as
per the situation

Selling skills learned
• Gained knowledge about the product
• Learned about the relationship of buyer and seller
• Also learned about presentation style
• Gathered knowledge of how to overcome objections
• Gained knowledge about sales questioning skills (Terho, Eggert, Ulaga, Haas
& Böhm, 2017)
• Helped in learning about sales call planning
• Gained knowledge regarding strategic prospecting skills
• Gathered knowledge of how to manage time

Professional Selling skills

Conclusion
The paper helped in identifying the situation based on the
professional selling of a product. It provided details of the
situation and about the roles assigned to the members of
the organization. The discussed the selling skills that have
been learned while making strategies for selling the
product..

References
Chapman, J., Schetzsle, S., & Wahlers, R. (2016). An innovative, experiential-learning project for
sales management and professional selling students. Marketing Education Review, 26(1), 45-50.
Hill, K. E., Bush, V. D., Vorhies, D., & King, R. A. (2017). Performing Under Pressure: Winning
Customers Through Improvisation in Team Selling. Journal of Relationship Marketing, 16(4), 227-
244.
Limbu, Y. B., Jayachandran, C., Babin, B. J., & Peterson, R. T. (2016). Empathy, nonverbal immediacy,
and salesperson performance: the mediating role of adaptive selling behavior. Journal of Business &
Industrial Marketing, 31(5), 654-667.
Rao, M. S. (2016). The Eight Competencies of Relationship Selling. Indira Management
Review, 10(1), 53-56.
Terho, H., Eggert, A., Ulaga, W., Haas, A., & Böhm, E. (2017). Selling Value in Business Markets:
Individual and Organizational Factors for Turning the Idea into Action. Industrial Marketing
Management, 66, 42-55.
Töytäri, P., & Rajala, R. (2015). Value-based selling: An organizational capability
perspective. Industrial Marketing Management, 45, 101-112.