| Course | MT202 Building Customer Sales and Loyalty |
|---|---|
| Unit | Unit 6 |
| Paper type | Sales presentation |
| Length | About 950 words, 6 pages double-spaced |
| Format | APA 7 student paper |
| School | Purdue University Global |
| Program | BS in Business Administration |
| Updated | October 2026 |
Free sample paper for MT202 Unit 6
Fourteen Vans and a Dispatcher on the Phone: A Unit 6 Sales Presentation for Fleet Tracking
[Student Name]
Purdue University Global
MT202: Building Customer Sales and Loyalty
Unit 6 Sales Presentation
[Instructor Name]
[Date]
Brightline Telematics, Kessler Plumbing, their staff and every figure are composite and illustrative; bracketed figures stand where the company's own records would supply the numbers; the sources cited are real.
Slide 1: Kessler Plumbing Fleet Visibility Proposal
The title slide names the customer, not the vendor, and shows a photo of one of Kessler's own vans.
Speaker notes: Thank Dale Kessler for the discovery meeting two weeks ago and say that everything on the following slides comes from what he and his dispatcher, Renee, told me. Promise to finish in twenty-five minutes, leaving time for questions.
Slide 2: What You Told Us
Three lines in Dale's own words: "Renee spends half her day calling drivers." "Overtime is up and I don't know why." "When a customer says we showed up late, it's our word against theirs."
Speaker notes: Read the three lines aloud and ask whether anything has changed since we spoke. If Dale adds a fourth concern, note it and promise to address it at the end. This slide is the anchor for everything that follows, so I will point back to it on every needs slide.
Slide 3: Need One, Fewer Calls to Find a Van
The slide shows a map view placeholder with fourteen van icons and a single sentence: Renee sees every van's location and status without picking up the phone.
Speaker notes: The feature is live location updated every thirty seconds. The advantage is that the dispatcher can assign the nearest van to an emergency call in seconds. The benefit for Kessler is that Renee gets back the hours she now spends calling, which Dale estimated at three or four a day. Ask Renee, if she is in the room, which part of her day this would change first.
Slide 4: Need Two, Understanding Overtime
The slide shows a weekly report placeholder with drive time, time on site and idle time for each van.
Speaker notes: The feature is a daily breakdown of each driver's time. The advantage is that Dale can see whether overtime comes from long jobs, long drives or vans parked between calls. The benefit is that he can fix the cause rather than cap hours. Stress that the report is for understanding patterns, not for disciplining drivers, because that concern will come up on slide 9.
Slide 5: Need Three, Proof of Arrival
The slide shows a placeholder for a single job record with arrival time, departure time and a map pin at the customer's address.
Speaker notes: The feature is an automatic time stamp when a van arrives at and leaves a job address. The benefit is that a disputed arrival time becomes a record Dale can email to the customer the same day. Ask how many disputes he had last quarter; he mentioned about [six].
Slide 6: What Changes in a Typical Day
The slide walks through one morning: an emergency call at 8:10, Renee assigns the nearest van in under a minute, the customer gets a text with the arrival window, and the job record closes itself at 9:40.
Speaker notes: This slide ties the three needs together in one story. The adaptive selling framework of Weitz et al. (1986) says a presentation should bend toward whatever this particular buyer values, and Dale cares about the dispatcher's day more than the technology.
Slide 7: The Numbers
The slide shows estimated monthly savings: [3.5] dispatcher hours a day recovered, overtime reduced by [10] percent, and fuel savings from shorter routes of about [$600] a month, against a cost of [$32] per van per month, or [$448] for the fleet.
Speaker notes: Every figure here is an estimate based on Dale's own numbers and our typical results, and I will say so. Walk through the overtime estimate slowly, since it carries most of the savings, and invite Dale to adjust the assumption.
Slide 8: Two Options
Option A tracks all fourteen vans with the reporting package. Option B tracks all fourteen vans and adds the customer arrival text.
Speaker notes: Offering two options gives Dale a choice between ways of saying yes. Recommend Option B only if disputes are as frequent as he described, and say so honestly. Kotler and Keller (2016) note that presentations work best when they address the buyer's needs rather than list product features, and two options framed around his needs keep that focus.
Slide 9: What Your Drivers Will Ask
The slide answers the privacy question before it is raised: tracking runs only during work hours, drivers can see their own data, and the company will not use location data for discipline without a conversation first.
Speaker notes: Dale did not raise this, but his drivers will. Suggest he share this slide with his crew before installation. Raising the objection first shows that we understand his business, including the parts that are not our product.
The drivers will ask about privacy whether Dale does or not, so the deck answers before anyone asks.
Slide 10: Next Step
The slide proposes a thirty-day pilot on four vans, starting the first Monday of next month, with a review meeting at day thirty.
Speaker notes: Ask directly: "Would you like to start the pilot on the 3rd?" If Dale hesitates, ask which van he would choose first, which is a trial close that tests readiness without forcing a decision. Rackham (1988) cautioned that pressure closes tend to backfire in larger sales, so the request is for a small, reversible step.
References
Kotler, P., & Keller, K. L. (2016). Marketing management (15th 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
What the MT202 Unit 6 assignment asks for
In Unit 6 the task is usually a sales presentation, often as slides with speaker notes, addressed to the buyer you have followed in earlier units. Most prompts expect the presentation to restate the buyer's needs, match each need with features and benefits, give a financial case, and end with a proposed next step. Many sections teach the feature, advantage and benefit pattern and look for it on each needs slide. Features that answer no stated need should be left out. Whether you must record yourself presenting depends on the section, and that affects how the notes are written. Eight to twelve slides is a common range. Financial figures can be estimates if labeled. Speaker notes should read as spoken language, a paragraph or so per slide, and a references slide in APA 7 normally closes the deck.
Inside the MT202 Unit 6 example
The title slide names the plumbing company and shows one of its vans. Slide two reads the owner's three needs back in his own phrasing and asks whether anything has changed. Slides three to five give each need a feature, an advantage and a benefit in his terms: hours back for the dispatcher, a breakdown of overtime by cause, and a time-stamped arrival record for disputes. Slide six follows one emergency call from 8:10 to 9:40, tying the needs together, with Weitz and colleagues on adapting to what this buyer cares about. Slide seven lays out the estimated savings and invites the owner to adjust the overtime assumption. Slide eight offers two packages. Slide nine answers driver privacy before anyone raises it, which the highlighted line explains. Slide ten proposes a pilot and a trial close, citing Rackham on pressure in larger sales.
Reading the MT202 Unit 6 grading rubric
Presentations are generally scored on the match between what the buyer said and what the slides show. A deck that opens by restating the buyer's needs and returns to them on each slide demonstrates that the seller listened. Applying feature, advantage and benefit correctly matters, but the benefit must be in the buyer's terms, such as hours or disputes, not the vendor's. Graders often check whether features with no matching need have been cut. The financial slide earns credit when its assumptions are visible and can be challenged. Two options rather than one, an objection handled before it is raised and a specific small next step all show selling judgment. Speaker notes should explain what the presenter will say and ask, not repeat the slide. Citations to Weitz and colleagues, Kotler and Keller and Rackham belong on a references slide.
MT202 Unit 6 help: mistakes that cost points
Many presentations go wrong by touring every product feature, including ones the buyer never mentioned. Another frequent problem is benefits stated as features, such as real-time location, without saying what it changes for this company. Some decks bury the buyer's needs or skip them entirely. Financial slides often show impressive savings with no assumptions, which makes graders suspicious. A single option with a yes or no close also tends to score lower than two choices. Speaker notes are sometimes copies of the slide text, which adds nothing. Watch the ending as well: a final slide that only says thank you misses the chance to ask for a next step. Our team can turn your discovery notes into a deck that matches each slide to a stated need, with honest estimates and notes written to be spoken.
Get an MT202 Unit 6 example written to your instructions
The deck depends on what the buyer already said, so a discovery summary or a few lines on those needs matters most; add the product plus the Unit 6 prompt and rubric. Every slide is matched to a stated need, with speaker notes, a financial slide and options, in 24-48h. The first custom sample is free of charge. The paper above is an original model document written by our desk, not a submitted student paper and not an official Purdue University Global document.
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MT202 Unit 6 questions, answered
How many slides should the presentation have?
Follow your prompt, since sections set different limits. Eight to twelve slides is common for this unit. The count matters less than the match: every slide should connect to a need the buyer expressed. If a slide cannot be traced to one, it is probably a feature slide and can be cut without weakening the presentation.
Do I need to record myself presenting?
Some sections ask for a recorded delivery and others accept slides with speaker notes, so check the instructions. Where a recording is required, treat the speaker notes as a spoken script and keep their sentences short. The sample here provides the deck and notes; a recorded delivery would remain yours to perform.
Can I use a real product and real prices?
Yes, and it often helps, since real specifications make the benefits concrete. Cite the vendor's published materials where you use them. If prices are not public, present them as estimates and say so. Avoid claiming results the vendor has not published, and keep the buyer company fictional or disguised unless your section says otherwise.
Where can I find a free MT202 Unit 6 sample paper?
This page shows a complete MT202 Unit 6 sales presentation of ten slides with speaker notes, offering fleet tracking to a fourteen-van plumbing company. Each slide links to a need the owner stated, and margin notes explain the choices.
Why does the sample include a slide about driver privacy?
Because the drivers will raise it even though the owner did not. Answering it in advance shows the representative understands the business beyond the product and gives the owner something to share with his crew before installation.