Understand why you are selecting the firm, what is the B2B sales product, purpose, approach. Analyse the pros and cons of picking the firm and why you want to look at this firm for the process. If a multi-product company you can select a single product or service. • Analyse the sales approach using the 7 steps process – so make sure you can do this from public docs if not a firm you know: How does the firm sell using the basic elements of selling • Extrapolate from this analysis the personal selling skills required to perform the sales, looking at personal selling skills, agency, resources, allocation and topics we cover. • Everyone Presents….happy for you to record • Send me a copy of the presentation in advance
