Final Sale Project-Dung Huynh

Running head: Sale Project
Sale Project
Dung Huynh
St. Petersburg College
Sale, Negotiating, and Customer Relationship Management
MAR4413-4112
Professor: Dr. Amy Sauers
1

INDIVIDUAL PROJECT- DEUCES LIVE ORGANIZATION SALE PROJECT 2
Table of Contents
Executive Summary................................................................................................3
Customer Paint Point..............................................................................................4
Relationship Strategies...........................................................................................5
Personal Selling Philosophy...................................................................................6
Product Strategy.....................................................................................................8
Customer Strategy................................................................................................10
Presentation Strategy...........................................................................................11
Closing Sale..........................................................................................................13
References............................................................................................................15
Appendices...........................................................................................................16

Executive Summary
Deuces Live has been Florida Main Street non-profit organization located in 22nd
South Street of St Petersburg and supported African-American community with many
charitable programs since 2011. Yet, the neighborhood of Deuces Live has been the home
of African-American generations since 1950s and Deuces Live non-profit organization
wants to host many events, programs to promote, develop the community while providing
the mutual benefits to both community and local businesses. The organization is looking
the marketing ideas to attract more supports from local entrepreneurs in order to develop
a sustainable environment for local citizens such as fair markets, food events, and social
events frequently. Local citizens, on the other hand, expect that Deuces Live will provide
them the weekly entertainment place for their children and relatives with safe
environment, low cost without leaving town. Deuces Live will ask for St Petersburg
Times to run weekly articles on their events and Bay News 9 broadcasting in the form of
philanthropy. Deuces Live organization also wants to encourage the local citizens to
freely participate on playing music, dances or whatsoever art talents that they could bring
to the events. Deuces Live events will be the fabulous combination treat of souls and
bodies. Deuces Live will provide all the food /vendor carts and wonderful location, yet
the organization needs supports with event planning, marketing strategies, and varieties
of local businesses and contributions of communities.

Customer Pain Points
Deuces Live has been successful in hosting many events since 2011 such as
Sunday Market, Feet on the Street, and Deuces Out Loud…etc. The organization staffs
want to continue the mission of developing this neighborhood as a safe place to nurture
traditional values, histories of African-American generations. Moreover, Deuces Live
focuses on teaching young generations about arts, religions, educations…etc so they can
self-promote and change the image of Deuces Live neighborhood in the eyes of other
communities. They are in need of marketing strategies, supports from local businesses
and entrepreneurs. Because of the non-profit organization, the staffs are worrying about
the limit of budget on running any marketing plans to reach their target customers. The
organization is also looking for music bands performing at the neighborhood for donation
purpose. Through the selling tickets profit, the events could earn both financial and
marketing goals.
Customer
Interview
(Name/Date)
Major Pain Points/Needs Other Customer Comments/Ideas/
Suggestions
Interviewer
Comment
Anonymous The safe environment with
reputation of race
discrimination
Using the referrals from famous
professional in African-American
society to promote the events
Anonymous The cost of transporting
foods and serving staffs
Details on application for food
vendors
Anonymous What kinds of arts that
interest the Deuces Live
community and how to run
Details on African-American
interest music and arts

the live concerts
Anonymous Will the community accept
the new bands without much
of experiences?
Please give the details on how to
contribute music; we could give
performance with premium fees to
cover the transportation and basic
needs.
Anonymous The website is temporary
down, so which is the online
place to update the
upcoming events for Deuces
Live?
Need to know the procedure to
apply and deadlines, any legal
agreements in case of emergencies.
Total #: 5

Relationship Strategies

These are the sale project for non-profit organization, so we focus mainly on
mutual trust and integrity. We are asking for the supports from all local businesses and
volunteered individuals, youth centers…etc. to develop the community on south St
Petersburg. We want to advertise the friendly attitude and ask for the empathy from target
customers. Because of the limit on offering back the financial fees, the organization
understands the difficulties on reaching out many levels of target customers such as
customers, secondary decision makers, company support staffs, and management
personnel. The persistence for paying visit to potential customers has to be handled with
politeness and caution to avoid the counterproductive of persuasion on philanthropy.
Dressing code should be one of the main focuses in selling the project since we do not
want the white community so look down on Deuces Live organization. We want the
salespersons maintain the moderate speech speed while offering the project to customers.
We want our customers to really understand the deep meaning of our organization so they
are willing to support and maintain the long-term relationship.

Personal Selling Philosophy
ASSESSMENT FORM 1
RELATIONSHIP STRATEGY
Salesperson’s Name: Dung Huynh
Date: 04/04/2014
Assessment Item Excellent Average Poor Did not Do
Conducted good verbal introduction 9
Made good nonverbal introduction 9
Communicated call objectives 8
Verbalized effective comments and compliments 8
Keep conversation focused on customer topics 9
Took effective non-distractive notes 7
Attractively showed material on convention center 6
Made specific benefit statement 8
Effectively inquired about convention needs 8
Effectively thanked customer 10

The satisfaction of the customers are from the products, company and
salespersons, but the vital key is from the salesperson’s relationships (Manning, Ahearne,
& Reece, 2012). How to make the first effective impression and maintain long-term
relationship is the selling strategy of salespersons. The salespersons have to understand
the wants and needs of their prospects and these are obtained by “listening”. Deuces
Lives Organization is the non-profit company and certainly the salesperson have to keep
in mind that they have to prepare the assumption of philanthropy and might be rejected as
the first visit. Thus, we want to focus on the “empathy” and “integrity” selling
philosophy. We have to do our homework thoroughly meaning understanding the
background of our prospect before approaching them for value proposition. The
salesperson of Deuces Lives Organization must put themselves in the customers’ position
to see what they can be offered back for partnering with Deuces Lives, not just asking
them to support us since we comprehend the limit budget. Moreover, we hope for their
long-term partnership not one time only. We have to be willing to listen and patient
during the meetings. Even though our company is a non-profit organization, we have to
present ourselves in professional business manners. We might be unsuccessful in the first
visit, but we still have to sincerely thank our prospects for their valued time, which might
counter the results. We learn that we couldn’t offer the financial term for our prospect but
we can offer them the referrals to new markets or promoting their company’s reputations,
so we have to pinpoint these values to them at the first meeting. Additionally, we will let
them know that we could give them as much support as they want such as labors,
marketing materials, markets to sell and doing any researches, surveys for their new
products…etc.

Product Strategy
Deuces Live offers the place for events to attract customers for local businesses
and entrepreneurs. In return, Deuces Live organization hopes to have sufficient funds to
sustain the organization and change the Main Street environment without drugs and
crimes. The values we offer here for contributed businesses are customer pool, referrals,
and marketing effects via St Petersburg Times, Tampa Bay Times. Deuces Live wants to
target new and small businesses because they might lack sources of customers and budget
on marketing. A small required fee for renting vendors and tents is affordable to them
while guaranteeing the profit for their business every participated event. Deuces Live will
have the flea markets every week and Music festivals every end of the month. Deuces
Live will ask for Tampa Bay Times and St Petersburg Times to support us on each event
to attract more customers to come to the event with low prices on flea markets,
entertainments on music festival. Safety and clean environment might be the most
concerns for potential customers so we hope for the support of police department on
Main Street. We will look for Chinese fast food restaurants to provide the food services
such as Panda Express, Sam Woo, Magic Wok…etc. or Food Truck businesses locally.
These foods are a little cheaper to the community and favorites for African Americans
community recently. Moreover, these food service businesses are easy to prepare and
serve with low costs than other chains. They are also willing to expand their businesses
into African American communities than other ethnic communities.

We have implied that Deuces Live is a non-profit organization, so the return or
profit on future sales for investors might not be guaranteed. Thus, we must present the
products by asking support from successful philanthropists in African American
community. Those philanthropists, on the other hand, might be sources of referrals for the
anticipated businesses or entrepreneurs. In the future, those restaurants could increase
their sale by offering long-term lunch, dinner meals for schools, hospitals, museums…
etc.
Sales
Contact
Name
Contact info Job
Description
and
Company
Their
Need
Value
Proposition
/USP
Means of
communication
Date
start
Date
end
Project
status –
green,
yellow,
red.
Kyle
Mach
Vo.Mach@Pand
aRG.com
Panda
Express/
Restaurant
Manager
Sale
increase &
Attract
new
customers
Email 03/15 04/31 green
Dr.
Carter
G.
https://www.fac
ebook.com/page
s/Dr-Carter-G-
Woodson-
African-
American-
Museum/11655
1169863
Woodson
African
American
Museum
Facebook red
Lisa
Buie
Tampa Bay
Times
Website red
http://theweekly
challenger.com/
The weekly
Challenger
Newspaper
Website red
Jon
Wilson
St
Petersburg
Times
Website Jon
Wilson
red

Customer Strategy
In the sale of non-profit organization industry, we should prepare for the frequent
rejection from our prospects and we have to put ourselves in the shoes of the prospects to
“understand what motivates them and what beliefs they hold” (Koenig M., 2014). The
approached prospects that our salespersons contact with are concerned about finding the new
target segmentation to increase their quota such as Panda Express and advertising their
businesses with low costs on marketing budgets. Additionally, potential prospects are concerned
ASSESSMENT FORM 2
RELATIONSHIP STRATEGY
Salesperson’s Name: Dung Huynh
Date: 04/04/2014
Assessment Item Excellent Average Poor Did not Do
Effectively reestablished relationship 8
Communicated positive body language 9
Communicated positive verbal language 8
Used customers name effectively 9
Asked general survey questions to secure facts 9
Verified customers needs with good confirmation
questions
7
Asked specific survey questions to discover special
problems
6
Appeared to take effective notes 8
Effectively set up next appointment 6
Effectively thanked customer 10

about giving supports to local community and hope to receive the good reputations, tax-
exemptions, faith-based values in community. Some of the prospects are looking for the sources
of labor on our volunteering staffs to help them during each event that they partner with us to
save them the costs of capital.
Presentation Strategy
We categorized our prospects with mentors, funders and volunteers (Marshall K.,2010) .
Our sale forces clarify and ensure prospects with promise to dedicate our time and will produce
the best results with the time we invest if they partner with Deuces Live Organization. It is vital
to market our image that Deuces Live is doing business of changing people and developing the
environments, mentoring youths to encourage them to continue studying pass high school level.
We are not in traditional sale services, but we persuade and negotiate to ask for their valuable
time in return of good images on philanthropy, future evolving market segmentations, and faith-
based values.
We come up with some general questions to discover our customers’ needs:
1. What do you think about partnering with non-profit organization?
2. How often does your company practice fundraising and philanthropy acts?
3. How do you see the profits/ benefits of attending events prepared by non-profit
organizations?
4. What is the budget your financial department could set out to partner with non-profit
organization monthly?

5. What is the cost of marketing and what are your target segments?
6. What are you looking for the contribution/ reciprocation from non-profit organizations
(Deuces Live, specifically) if you want to partner with us?
Creating Sale Presentation
Since we have limit budget on presenting and demonstrating the sale plan to our potential
customers, we present our sale plans via Twitter, Facebook and Emails or personally visiting our
prospects with appointments during lunch times, or invitations to participate in any existing
events such as Sunday markets. We show them the size and space of their rent vendors, numbers
of volunteers. The customers are optional on creating any marketing materials, but we need to
work on the prices of the offered products to meet standard budgets of Deuces Live Main Street
customers’ incomes.
Sale Resistance
We’ve encountered some of rejections due to the gap of cultures on Asian and African-
American. Moreover, some of the prospects are reluctant to partner with Deuces Live because of
the possible loss with cutting price for each product or service. We attempt to make many calls
and visits as frequently as we could to show them the proofs of supporting from local papers
reports such as Saint Petersburg Times, The Tampa Bay Times, The weekly Challenger
Newspaper, and St Petersburg Tribune…etc. These mentors and volunteers will help to market
the good reputation and future sales for their companies. We give them some examples of
successful stories when doing events with schools and government organizations from some of
food vendors previously and their sales had been increased after 6 months. With the help of

many local volunteering entrepreneurs and businesses, we intend to promote the South Saint
Petersburg local market with fresh groceries daily in the future (Killette T., 2014). With this
picture, we think that partnering with us will give them the chance to boost their sale in the
future not to African-American community but to all Saint Petersburg and Tampa Bay
community.
We show them the history of Pinellas County on investment of re-developing Midtown St
Petersburg since 1999. The Economic Development Corporation has developed new electronic
assembly programs in 2002 at 22nd
Street South, with vocational education facilities, recreation
center, administrative office, $2.4 million of renovation Manhattan Casino from the city since
2012 (Midtown St Petersburg, 2013)
Closing the sale
We attempt to make sale call plan via emails as the most courtesy way to approach our
customers. We see the supportive communication style during sale attempts and the salesperson
manages to provide them link on Facebook for reconsideration in future partnership and contact
information with vendors’ applications online. We genuinely ask for the permission to email
them with coming events so they can participate anytime they wish for to meet their
requirements.
Closing Worksheet
Closing Clues Closing Method Closing statements
Well, we don’t have the
intention to target our products
Assumptive close We are available anytime and
you can update our events via

into African-American market
at this moment, but we will
contact you if we need in the
future
Facebook or our website. Also
we have no contracts or
obligations during each
application, so feel free to
contact us if you change your
mind
How long does the event last
and how many customers you
expect to host each event?
Direct Appeal close We expect 2-3 hours packed
with 300-400 flows of
customers on weekly event
and 500 or more on monthly
event.
What kind of food vendors did
participate in your event
previously?
Direct Appeal close We have fast food vendors,
food truck vendors, ice
creams, and groceries in each
of events
References
Deuces Lives (2014). Retrieved from https://www.facebook.com/thedeuceslive
Jon Wilson (2002). The Deuces. Retrieved from
http://www.sptimes.com/2002/webspecials02/deuces/

Keep St Petersburg Local (2014). Retrieved from
http://www.keepsaintpetersburglocal.org/members/view/deuces-live
Killette T. (2014). South St. Pete Getting Local Market. Retrieved from http://tbo.com/pinellas-
county/south-st-pete-getting-local-market-20140405/
Koenig M. (2014). Dear Nonprofit Organizations, You are in Sales. Retrieved from
http://www.nonprofithub.org/featured/dear-nonprofit-organizations-you-are-in-sales/
Lisa Buie (April, 2014). Deuces Live Sunday Market brings new hope for business growth in St.
Petersburg’s Midtown. Retrieved from
http://www.tampabay.com/news/business/economicdevelopment/deuces-live-sunday-
market-brings-new-hope-for-business-growth-in-st/2173850
Manning G., Ahearne M., & Reece B. (2012). Selling Today, 12th
Ed. Pearson Education Inc
Marshall K. (2010). Words Are Gift…You Better Have the Right One to Give. Retrieved from
http://www.mentoring.org/images/uploads/recruiting_mentors_and_donors.pdf
Midtown St. Petersburg (January, 2013). Retrieved from
http://www.stpete.org/economic_development_dept/redevelopment_initiatives/docs/Janu
ary_2013___Midtown_Overview_with_Map.pdf
Sunday Market on Deuces (2014). Retrieved from http://theweeklychallenger.com/sunday-
market-on-the-deuces/
Appendices
10-PowerPoint Slide Pitch/Summary link

http://www.slideshare.net/dunghuynh2074696/sale-project-presentation-draft

Final Sale Project-Dung Huynh

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