| Course | MKT-3100 Principles of Sales |
|---|---|
| Module | Module 4 |
| Paper type | Module 4 written assignment: the sales process |
| Length | About 497 words, 4 pages |
| Format | APA 7 student paper |
| School | Thomas Edison State University |
| Program | Bachelor of Science in Professional Studies |
| Updated | October 2026 |
Free sample paper for MKT 3100 Module 4
From First Question to Signed Lease: Planning One Sales Call Through Every Stage
Student Name
Bachelor of Science in Professional Studies, Thomas Edison State University
MKT-3100: Principles of Sales
Mentor Name
Month Day, Year
From First Question to Signed Lease: Planning One Sales Call Through Every Stage
The Customer
A Hoboken Italian restaurant, known for its catering trays at office parties, wants to expand catering to weddings. The owner was referred to me by an installer who serviced his ovens.
The Approach
Manning et al. (2018) describe the approach as the first minutes of contact, which should establish rapport and move toward needs. I will open with the referral: "Tony at Hudson Mechanical said you're growing your catering, and he thought I could help." A referral approach borrows trust from someone the customer already knows.
Need Discovery With SPIN Questions
Rackham (1988) studied thousands of sales calls and found that successful salespeople in large sales asked four types of questions in sequence: situation questions about facts, problem questions about difficulties, implication questions about the consequences of those difficulties and need-payoff questions about the value of solving them.
| Type | Planned question |
|---|---|
| Situation | How many guests does a typical wedding order serve, and how far do you transport the food? |
| Problem | What happens to food quality between your kitchen and the venue? |
| Implication | If pasta dries out at a 200-guest wedding, how does that affect your reviews and future bookings? |
| Need-payoff | If you could hold food at serving quality for three hours, how would that change the events you could accept? |
The Presentation
Based on the likely answers, I will present two solutions: insulated heated holding cabinets for transport and a cook-chill system that lets the kitchen prepare large quantities a day ahead and reheat safely. I will focus on what the owner told me, food quality and capacity, and show photos from a caterer we equipped in Montclair. Weitz et al. (1986) argued that effective salespeople adjust their presentations as they learn about the customer, so I will drop the cook-chill portion if the owner's answers show that transport, not volume, is his real problem.
Negotiating Concerns
The most likely concern is price; the cook-chill system costs about $28,000. I will respond with total cost: it lets him take weddings he now refuses, and two additional weddings a month would cover its cost within a year. Manning et al. (2018) recommend treating concerns as requests for information and negotiating toward a win-win outcome rather than defending the price.
Closing
I will propose a trial close based on lower risk: a 90-day lease of the holding cabinets, with the lease payments credited toward purchase of the cook-chill system if he proceeds. That gives him a small first step and me a relationship to build.
Follow-Up
After the sale, I will check the cabinets' performance after his first two weddings, which builds the relationship for the larger purchase.
Conclusion
A planned call moves from a referral approach to SPIN questions that uncover what the owner cares about, a presentation focused on those needs, a value-based response to price and a low-risk close. Each stage depends on what the customer says in the previous one.
References
Manning, G. L., Ahearne, M., & Reece, B. L. (2018). Selling today: Partnering to create value (14th ed.). Pearson.
Rackham, N. (1988). SPIN selling. McGraw-Hill.
Weitz, B. A., Sujan, H., & Sujan, M. (1986). Knowledge, motivation, and adaptive behavior: A framework for improving selling effectiveness. Journal of Marketing, 50(4), 174-191. https://doi.org/10.1177/002224298605000404
Reading the MKT 3100 Module 4 assignment instructions
The fourth written assignment covers the sales process. Expect to plan or analyze a sales call through each stage: approach, need discovery, presentation, negotiation of concerns, closing and follow-up. Write out specific questions and responses rather than describing them in general. Use questioning frameworks and research on selling to support your plan, and explain how each stage depends on what you learn in the earlier ones. Write out the questions you would ask and the responses you would give, so the plan could be used in a real call. Anticipate the most likely concern and prepare a response based on value. Close in a way that fits the customer's situation and lowers risk.
Inside the MKT 3100 Module 4 example
The paper introduces the customer and the referral. Sections take each stage in order: a referral approach, a table of SPIN questions grounded in research, a presentation focused on the customer's likely answers, a value-based response to a price concern, a low-risk close and a follow-up. The conclusion explains how each stage builds on the previous one, which is the central idea of the sales process. The SPIN table shows the sequence of questions in the customer's own terms. The presentation shifts with the buyer's answers, as research on adaptive selling advises, and the close proposes a modest first order as a step toward the larger sale. Each stage is planned in the order it will happen, so the reader can follow the call.
Where the marks sit in the MKT 3100 Module 4 rubric
Sales process papers are graded on correct use of each stage, specific and realistic planning for each stage, research and readable prose. Call plans that write out actual questions and responses, rather than describing them abstractly, show practical skill. Answering a price concern with value demonstrates negotiation understanding. A close that fits the customer's situation, rather than a pressure tactic, shows partnership selling in practice. Mentors also value plans that include follow-up, since the sales process continues after the order. Clear organization by stage and accurate citations complete the assignment. A plan that shows how each stage depends on the customer's answers demonstrates the adaptive skill the course values most in this module.
MKT 3100 Module 4 help: mistakes that cost marks
Call plans lose credit for listing stages without content, for presentations that ignore what the customer said or for manipulative closing techniques. Others skip follow-up. Plan real questions for each SPIN type. Tie your presentation to the needs you uncover. Prepare responses to the most likely concerns. Choose a close that lowers the customer's risk. Avoid scripting the customer's answers too precisely; plan for different responses. Make sure your close respects the customer's decision and does not rely on pressure or false urgency. Rehearse the questions aloud. A free first sample on your own MKT-3100 Module 4 assignment is available on request.
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MKT 3100 Module 4 questions, answered
Where can I find a free MKT 3100 Module 4 sample paper?
A sales call planned from referral approach through SPIN questions to a trial-lease close is the assignment above.
What are SPIN questions?
Situation, problem, implication and need-payoff questions, a sequence Rackham found in successful large sales.
What are the stages of the sales process?
Approach, need discovery, presentation, negotiation of concerns, closing and follow-up.
How should a salesperson answer a price objection?
By showing value and total cost, treating the concern as a request for information.
What is a trial close?
A low-risk step, such as a trial or lease, that lets the customer move forward without a full commitment.