Target is interested in increasing foot traffic and sales during off-peak hours like lunchtime. They want to appeal to millennials and families by offering new services. The presentation team will propose pop-up kiosks for services like massages at Target to boost sales and brand loyalty, especially among nearby office workers ages 25-45 during lunch. Using a challenger sales model, the team will demonstrate their understanding of Target's goals, present a new vision of opportunities, and provide a solution to secure a full proposal meeting.

1. Fundamentals of Sales
Sales Presentation #1
You and your team will create a 5 to 10 minute presentation
using the challenger sale
choreography.
Background
You are a member of a company that sells a pop up quick
services/kiosks such as manicures,
pedicures, and back/shoulder massages within existing retail
formats, such as department stores,
mall kiosks, and large retailers such as Wal-Mart and Meijer’s.
You are interested in speaking to Target’s New Business
Innovation team to discuss how your
pop up quick services format can help them:
• Increase their cash register ring
• Improve profitability per square foot in a very efficient
footprint

2. • Extend their line of services offered, increasing 1-stop shop
appeal to busy consumers
• Increase brand affinity with current customers and develop
brand affinity with new
customers
One of your team members had a brief discussion with members
of the New Business Innovation
team at a conference a few months ago, where you learned:
• Target, like many other retail stores, is always interested in
increasing their foot traffic
and cash register ring, especially during off-peak business
hours, such as lunchtime and
weekday afternoons.
• Target has strong brand affinity within the Generation Z and
millennial segment, as
indicated by 3rd party surveys, and they are concerned about
offering products and
services to appeal to this budget-conscious and experience-
loving generation.
• Target also wishes to remain relevant with their “family”
segment, keeping in mind the
needs and shopping habits of moms, who fall into the millennial
and Generation X age
groups.

3. • Target is intrigued by the concept of increasing sales through
improving the customer
experiencing in order to increase traffic, increase sales, and
built brand loyalty.
Target’s New Business Innovation team has their most recent
customer traffic reports fresh in
their minds. These reports indicate that for Target stores located
within 5 miles of corporate
business complexes, there is a small, but noticeable, spike in
visits from female customers
between the ages of 25-45 during the lunch hours between 11-
1PM on weekdays. These
Assignment: Sales Presentation #1
Fundamentals of Sales 2
customers typically spend less than an hour in the store and less
than $20 at checkout. The New
Business Innovation team is also aware that the Millennial
customer segment (those currently
aged 24 – 39 accounts for 25% of the U.S. population) is
growing rapidly and represent nearly
50% of the workplace. Once Target is on board, they like to
make their decisions quickly so they
can execute and pilot in key stores, and roll out nationally.
Fortunately, your company offers extensive marketing and sales

4. support to set up and manage
your store for a small portion of the total profits; meaning that
outside of Target’s floor space,
they reap much of the benefit without actually having to
dedicate or train employees to work in
this space. To make it more convenient for your customers to
experience all the benefits of your
service, all aspects of your pop up kiosks strictly follow
OSHA’s stringent health and safety
guidelines.
Sales Presentation Goals
• Use The Warmer to demonstrate your understanding of your
potential customer’s
goals/needs and what the opportunities might be in their retail
stores.
• Use the Reframe to help the customer see a different view of
the opportunity.
• Ensure you use data via the Rational Drowning and Emotional
Impact to get them to
really see the difference of your Reframe.
• Provide The New Way and Your
Solution

5. in order to secure another in depth meeting
where you will present your full proposal.
• Avoid discussing pricing; if the question comes up, you can
consider providing
examples of positive ROI or increased register ring current
customers are experiencing.
**Please include the name of the corresponding Challenger Sale
process step on each of your
slides. You are only doing this for the class and would not
include this in a real sales
scenario.**
Deliverables
One video file or link submitted to the D2L submissions folder.
Do not submit a PowerPoint file
with audio embedded.
Due date
Thursday, May 21 11:59pm