Monthly Archives: January 2009

DES 809 Wk 1 Sales and Elevator Pitches


Believe in this:

Sales are essential to build a company (sounds obvious?)

Sales as a customer driven culture

Deliver value and success to customers


Do you know what you are talking about? Go over the last written assignment that you wrote about your project. Are there any numbers in it?


Guideline 1.

In general measure everything, quantify everything.

How many of them are there, how long does it take to build one, how much does it cost, how many do they need, how much is it worth, how many people will buy it.


Guideline 2

Don’t state things, ask questions?


Guideline 3

What is the value of your proposition to the customer, understand their point of view.


Making a good Elevator Pitch

  1. ask a question
  2. Quantify the benefits
  3. Talk about the current situation! Highlight the pain! (sell me this pen)
  4. How you can change it.
  5. Ask for another meeting/follow up/can you call them

DES809 Entrepreneurship – Lecture and assignment plan

Module Contents


There will be six lectures and six assignments. Lectures will take place at 9.15 on Monday mornings for the first six weeks of semester.

Assignments will be due each week, one per week starting week 2 and two assignments due  in Week 6.


Lecture plan:

Week 1.        Sales

                    Elevator Pitches

Week 2         Customer Lists

Week 3         Market Analysis

 Market Strategy

Week 4         Planning, Cashflow, PERT and GANTT

Week 5         Money and People

Week 6         Start up – characteristics of an entrepreneur


Assignment plan

Due wk 2     Elevator pitch 1

Due wk 3     Customer lists

Due wk 4     Market Analysis

Due wk 5     Intercept the strategic vector

Due wk 6     Planning assignment

                   Elevator pitch 2