Catherine Blake, Instructor Marketing Management 1 Professional Selling MKTG 1160 - CRN 40774, Spring 2020 Final Sales Presentation Consultative Sales Interview Process 1. Connect 2. Value Proposition 3. Ask Questions (Needs Assessment) 4. Make Recommendations (How you can Help, Visual Evidence) 5. Request Feedback (Ask Questions/Trial Close) 6. Objection Handling 7. Close the Meeting (Close) Catherine Blake, Instructor Marketing Management 2 Consultative Sales Interview Process 1. Connect • Introduce yourself, "Hello my name is ___________" • Find common ground or ask them a question relevant to their career. • Develop a RELATIONSHIP • Remember, it's all about them! Transition: "Would it be ok if I told you a little bit about my organization (or your interest in the position). 2. Value Proposition • Facts & Stats • Describe your strengths (Pick 2) • Targeted story (Using your strengths) Transition: "Could I ask you a few questions?" Catherine Blake, Instructor Marketing Management 3 Consultative Sales Interview Process 3. Ask Questions (Needs Assessment) • Today: How are YOU doing _________ today? • Future: What are YOUR Goals/Plans for the future? • Challenges/Obstacles: What challenges to you anticipate? • Impact: o How will achieving your goals impact the organization? o How will this affect you (or your team)? Transition: "Based on what you have told me, I am confident that I can help YOU, and here's how _______ 4. Make Recommendations (How you can Help, Visual Evidence) • Strength, Benefit, Impact o Explain with Visuals 5. Request Feedback (Ask Questions/Trial Close) • What are your thoughts at this time? • (Handle any objections and or answer any questions.) o Feel, Felt, Found Catherine Blake, Instructor Marketing Management 4 Consultative Sales Interview Process 6. Close the Meeting (or Sales Close) Pick one: o How do you recommend we proceed? o What are the next steps? o When would you like for me to follow-up? o Close ended question (Yes or No) Thank you! Week 3 Assignment: Healthcare Policy Purpose In this assignment, you will assess the impact of health legislation on nursing practice and communicate your analysis to your peers. GovTrack.us provides a list of federal health bills that are currently in process in Congressional Committees. Course Outcomes This assignment enables the student to meet the following course outcomes: · CO4: Integrates clinical nursing judgment using effective communication strategies with patients, colleagues, and other healthcare providers. (PO#4) · CO7: Integrates the professional role of leader, teacher, communicator, and manager of care to plan cost-effective, quality healthcare to consumers in structured and unstructured settings. (PO#7) Points The assignment is worth 175 points. Due Date Submit your completed assignment by S ...

1. Catherine Blake, Instructor
Marketing Management
1
Professional Selling
MKTG 1160 - CRN 40774, Spring 2020
Final Sales Presentation
Consultative Sales Interview Process
1. Connect
2. Value Proposition
3. Ask Questions (Needs Assessment)
4. Make Recommendations (How you can Help, Visual
Evidence)
5. Request Feedback (Ask Questions/Trial Close)
6. Objection Handling
7. Close the Meeting (Close)

2. Catherine Blake, Instructor
Marketing Management
2
Consultative Sales Interview Process
1. Connect
• Introduce yourself, "Hello my name is ___________"
• Find common ground or ask them a question relevant to
their career.
• Develop a RELATIONSHIP
• Remember, it's all about them!
Transition: "Would it be ok if I told you a little bit about my
organization (or your interest in the position).
2. Value Proposition
• Facts & Stats
• Describe your strengths (Pick 2)
• Targeted story (Using your strengths)
Transition: "Could I ask you a few questions?"

3. Catherine Blake, Instructor
Marketing Management
3
Consultative Sales Interview Process
3. Ask Questions (Needs Assessment)
• Today: How are YOU doing _________ today?
• Future: What are YOUR Goals/Plans for the future?
• Challenges/Obstacles: What challenges to you anticipate?
• Impact:
o How will achieving your goals impact the
organization?
o How will this affect you (or your team)?
Transition: "Based on what you have told me, I am confident
that I can help YOU, and here's how _______
4. Make Recommendations (How you can Help, Visual
Evidence)
• Strength, Benefit, Impact
o Explain with Visuals
5. Request Feedback (Ask Questions/Trial Close)

4. • What are your thoughts at this time?
• (Handle any objections and or answer any questions.)
o Feel, Felt, Found
Catherine Blake, Instructor
Marketing Management
4
Consultative Sales Interview Process
6. Close the Meeting (or Sales Close) Pick one:
o How do you recommend we proceed?
o What are the next steps?
o When would you like for me to follow-up?
o Close ended question (Yes or No)
Thank you!
Week 3 Assignment: Healthcare Policy
Purpose
In this assignment, you will assess the impact of health
legislation on nursing practice and communicate your analysis

5. to your peers. GovTrack.us provides a list of federal health bills
that are currently in process in Congressional Committees.
Course Outcomes
This assignment enables the student to meet the following
course outcomes:
· CO4: Integrates clinical nursing judgment using effective
communication strategies with patients, colleagues, and other
healthcare providers. (PO#4)
· CO7: Integrates the professional role of leader, teacher,
communicator, and manager of care to plan cost-effective,
quality healthcare to consumers in structured and unstructured
settings. (PO#7)
Points
The assignment is worth 175 points.
Due Date
Submit your completed assignment by Sunday of Week 3 by
11:59 p.m. MT.
Directions
1. Please review the infographic as way to guide you in getting
started with your assignment: Developing an Assignment with
Integrity (Links to an external site.)
2. View a short tutorial with tips for completing this
assignment: Healthcare Policy Assignment Tutorial (Links to an
external site.)
3. (Links to an external site.)This assignment will be in the
format of a PowerPoint presentation (Bullet points may be
used).
4. You are educating your peers through this presentation
regarding a federal bill you believe may be of interest to nurses.
5. Go
to https://www.govtrack.us/congress/bills/subjects/health/6130 (
Links to an external site.)
6. Choose a health-related federal bill of interest. Read through
the bill and develop a summary in your own words. Include the
bill number and name.
7. Here is a link to our U.S. legislative process (bill to law) for

6. review, if needed: https://www.congress.gov/legislative-
process (Links to an external site.)
8. For those not familiar with the development of a PowerPoint
slideshow, the following link to the Microsoft Office 365
Training (Links to an external site.) may be helpful.
9. Include the following information in your presentation
· Title slide (Your name, NR451, session, Healthcare Policy
assignment)
· Bill name and number (indicate either H.B. or S.B.)
· Bill summary (in your own words)
· Address how this bill might impact professional nursing
practice standards if passed? If not passed?
· How might the bill impact your own nursing practice?
· How might you communicate your concerns about or support
for this bill based on nursing practice, standards, or patient
outcomes?
· How might this bill impact your community?
· References slide to include the Bill source in APA format.
· No more than 12 slides
Template
There is no required form or template for this
assignment. Please use PowerPoint best practices throughout
your presentation.
Best Practices
The following are best practices in preparing this presentation.
· Review directions and rubric thoroughly prior to beginning
assignment.
· Watch the short video tutorials on tips for completing the
assignment and on developing a PowerPoint. Incorporate
graphics, clip art, or photographs to increase interest.
· Make slides easy to read with short bullet points and large
font.
· Please see the grading criteria and rubrics on this page.
· Please use your browser's File setting to save or print this
page.
Scholarly Sources and Citations

7. · Cite all sources on the appropriate slides with (author, year) as
well as on the Reference slide.
· Spell check for spelling and grammar errors prior to final
submission.