BUSI 431 Week 5 Sales Plan Project Draft 3 Example

Course	BUSI 431 Sales Management and Professional Selling (BUSI431)
Module/Week	5
Assignment	Sales Plan Project Draft 3
Paper type	Group sales plan draft
Length	about 502 words, 2 double-spaced pages plus title page and references. Course guide: a group draft in Microsoft Word with college-level writing and scholarly research, following the textbook topic sequence, in current APA format, with a completed Activity Table
Format	APA 7 student paper
Points	50
School	Liberty University Online
Program	BS in Business Administration
Where it sits	Module/Week 5 in Liberty's published BUSI 431 course guide; current sections can differ
Updated	October 2026

Free sample paper for BUSI 431 Week 5

Sales Plan for Summit Air Solutions, Draft 3: The Presentation, Responding to Objections and Obtaining Commitment

[Student Name]

School of Business, Liberty University

BUSI 431: Sales Management and Professional Selling

Sales Plan Project: Draft 3 with Activity Table

[Instructor Name]

[Date]

Summit Air Solutions, its products, its customers and the group members are composites standing in for the project instructions; the textbook and the research cited are real.

Sales Plan for Summit Air Solutions, Draft 3: The Presentation, Responding to Objections and Obtaining Commitment

Changes Since Draft 2

Why this part earns its pointsThe revision note shows the group applied feedback before adding chapters 10 through 12.

Following feedback on Draft 2, the group added a lead-scoring step to the prospecting plan, so representatives rank qualified prospects by potential annual value and contract timing, and clarified the social style table by noting that the styles are cues to observe, not labels to assign in advance. This draft adds the presentation, objections and commitment sections. The group also tested the draft's objection table in two role-play sessions.

Strengthening the Presentation

Castleberry and Tanner (2019) recommend strengthening presentations with tools that make benefits tangible: visual aids, demonstrations, testimonials and quantified value. Summit's presentation to a facility manager will use three.

First, a demonstration: the representative brings a used filter from a comparable building and a new Summit pleated filter, and shows the dust loading on the used filter side by side with the clean one, then explains how loaded filters force fans to work harder. Second, a total cost comparison, shown in the table below, which moves the conversation from the price of a filter to the cost of keeping a building's air handlers running. Third, a reference: a short letter and contact name from a hospital facilities director who switched to Summit's service.

Cost element per year, 40 air handlers	Current approach	Summit filters and service
Filters purchased	$18,400	$22,600
In-house labor to change filters	$14,000	Included
Estimated fan energy from loaded filters	$31,000	$24,500
Emergency coil cleanings	$6,000	$1,500
Total annual cost	$69,400	$48,600

The figures are illustrative, built from typical building data, and each presentation will replace them with the prospect's own numbers gathered during the needs discovery call. Using the buyer's own data matters. Verbeke et al. (2011) found that selling-related knowledge, knowing the customer and the selling situation in depth, was among the strongest drivers of salesperson performance, and a presentation built on the prospect's numbers puts that knowledge on display.

Responding to Objections

Why this part earns its pointsThe objections table names a textbook method for each response, so the techniques are applied, not just listed.

The textbook treats objections as signs of interest and describes several methods for responding, including direct denial for factual errors, indirect denial, the compensation method, the referral method and the revisit method, which turns an objection into a reason to buy. The table lists the objections Summit's representatives hear most often.

Objection	Method	Response
"Your filters cost more than our current ones."	Compensation	Acknowledge the higher unit price, then show the total cost table and the labor and energy savings that more than offset it
"Our maintenance staff already changes the filters."	Revisit	Agree, then show that freeing staff from filter rounds lets them work on the repair backlog the manager mentioned
"We are under contract with another supplier until June."	Revisit with timing	Propose a no-cost air handler survey now so the facility is ready to compare options when the contract ends
"Higher-efficiency filters will restrict airflow."	Direct denial with evidence	Provide manufacturer pressure-drop data for the recommended filters and offer a one-month trial on two units
"I need to talk to infection control first."	Referral	Offer to meet with the infection-control nurse and bring data on filter efficiency and patient-area requirements

Obtaining Commitment

Castleberry and Tanner (2019) emphasize that obtaining commitment means asking for an appropriate action at every stage of the relationship, not only for the final order. Summit's representatives will match the request to the buyer's stage: a survey of the air handlers on a first call, a pilot in one building or wing on the second, and a three-year service agreement once the pilot shows results. Each call plan will name the commitment to be requested and a fallback if the buyer is not ready.

Research cautions against both extremes. Homburg et al. (2011) studied sales encounters and found that the relationship between a salesperson's customer orientation and performance was not linear: performance improved as customer orientation rose up to a point, then leveled off or declined, because excessive accommodation used time and margin without producing more sales. A representative who serves the customer well but never asks for a decision is being polite, not customer oriented. For Summit, the plan sets a rule: every meeting ends with a specific request, and representatives may offer concessions, such as a free pilot, only in exchange for a clear next step.

Why this part earns its pointsThe table credits each member, as the draft rules require.

Activity Table

Member	Contribution to Draft 3
Member A	Wrote the presentation section and built the total cost comparison table
Member B	Drafted the objections section and table, matching each objection to a textbook method
Member C	Wrote the commitment section and located the customer orientation research
Member D	Applied Draft 2 feedback, edited the full draft and formatted APA citations and references

References

Castleberry, S. B., & Tanner, J. F., Jr. (2019). Selling: Building partnerships (11th ed.). McGraw-Hill Education.

Homburg, C., Müller, M., & Klarmann, M. (2011). When should the customer really be king? On the optimum level of salesperson customer orientation in sales encounters. Journal of Marketing, 75(2), 55-74. https://doi.org/10.1509/jmkg.75.2.55

Verbeke, W., Dietz, B., & Verwaal, E. (2011). Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers? Journal of the Academy of Marketing Science, 39(3), 407-428. https://doi.org/10.1007/s11747-010-0211-8

What the BUSI 431 Week 5 instructions ask

The fifth week assigns chapters 10 through 12 of Castleberry and Tanner, on strengthening the presentation, responding to objections and obtaining commitment, with a presentation, the Forum 3 thread, the third Sales Plan Project draft worth 50 points and Quiz 5. The group continues the plan in the textbook's order, so this draft carries the salesperson from presentation to commitment. As with each draft, the group writes in Microsoft Word with college-level writing, scholarly research and current APA format, and submits an Activity Table showing each member's contribution; the guide warns that any member who contributes nothing to a draft receives no credit for it.

How this BUSI 431 Week 5 example is built

The draft opens with a brief note on revisions from Draft 2, then covers the three chapters in order. The presentation section explains how Summit will use visual aids, a demonstration and a cost comparison table to make value concrete for facility managers. The objections section presents a table of common objections with the textbook method used for each, such as the compensation method for price or the revisit method for timing. The commitment section explains how representatives will ask for the right commitment at each stage. Research on the optimum level of customer orientation explains why the plan pairs service with asking for the business. The Activity Table closes the draft.

BUSI 431 Week 5 grading rubric: where the points go

Draft 3 is marked on the same draft rubric: fidelity to the chapter order and instructions, a plan specific and realistic enough to use, scholarly support, clean APA writing and an Activity Table with every member's work. For these chapters, instructors look for presentation methods tied to the company's actual products, objection responses that use the textbook's named techniques correctly, and commitment strategies suited to business buyers. Tables and concrete examples make the plan usable. Revisions in response to feedback on Draft 2 show the group is improving the plan rather than only adding to it, which the final draft will reward. Role-play notes, if included, show the plan was tested.

BUSI 431 Week 5 help: mistakes that cost points

Assign one member to each of the three chapters and a fourth to edit and check citations. Tie every technique to Summit's real buyers, products and objections; generic advice earns little credit in a plan. Present objections and responses in a table so the instructor can see each technique named and applied. Include at least one scholarly source that informs the plan, such as research on customer orientation or sales performance. Make the commitment section specific about what will be asked for at each stage. Complete the Activity Table carefully. Apply Draft 2 feedback first, and finish early enough to write the Forum 3 thread and prepare for Quiz 5. Role-playing the objections table once as a group often reveals weak responses.

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BUSI 431 Week 5 questions, answered

What is BUSI 431 Sales Plan Project Draft 3?

Draft 3 of the group sales plan, 50 points in Week 5, covering the presentation, objections and commitment, supported by sources and accompanied by an Activity Table.

Where can I find a free BUSI 431 Week 5 sample paper?

This page offers a complete BUSI 431 Week 5 sales plan draft with a presentation plan, an objections table using the textbook's methods and a commitment approach.

How should a salesperson respond to a price objection?

Methods include the compensation method, which acknowledges the higher price and shows offsetting benefits, and showing total cost of ownership, so the buyer compares value rather than unit price.

Can a salesperson be too customer oriented?

Research found that performance rises with customer orientation up to a point and then levels off or declines, because excessive accommodation costs time and margin without adding sales.

What else is due in BUSI 431 Module/Week 5?

The Forum 3 thread of 350 or more words with a reference, and Quiz 5, after chapters 10 through 12 of Castleberry and Tanner and a presentation.

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