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Notes & literary analysis

FBLA · National 2026–27

Sales Presentation

5 two-page sheets · 10 printable pages · 24 lines per page

Read a sheet, then open “Sources, practice, lab and scope notes” beneath it for questions, answers and the module lab. Plain and colored downloads contain the same notes. Use your browser's Print command for one numbered sheet per page.

Official scope: 2026–27 CONNECT guideline. The notes and companion deck have been reviewed; neither certifies your mastery or a competition result. Objective IDs are local study labels, and source-reading limits are recorded in the source ledger.

Confirm qualification, entry limits and conference-specific rules with your adviser. Studying all four events does not establish eligibility to enter all four.

Guideline ambiguity: final electricity requirement is unclear. Confirm with adviser. Competitors must prepare their own actual entry; these materials are not a ready-to-submit pitch.

Course contents

  1. Opening and Customer Discovery
  2. Product Value and Evidence
  3. Objections, Related Suggestions, and Close
  4. Relationships and Organized Conversation
  5. Delivery, Questions, and Event Protocols

Opening and Customer Discovery

Sales performance

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Opening and Customer Discovery

Page 1 · Lines 1–24

o Overview
-> Open with relevance
-> Find the need
o Open with relevance
-> A greeting starts a buyer conversation respectfully.
-> Use context, introduce yourself, and ask permission.
-> A relevant opener leads naturally to a discovery question.
-> Example: ask what a new-hire welcome must accomplish.
-> The example is a prompt, not a memorized contest script.
-> Match formality to setting; do not presume familiarity.
-> A greeting is not a feature list or forced joke.
-> Then invite the customer's perspective and listen.
-> FBLA top band rewards an original smooth transition.
o Find the need
-> Need: outcome, task, or constraint the buyer must address.
-> Want: preferred attribute; it may matter, but verify why.
-> Ask open questions about goals and current process.
-> Probe frequency, friction, impact, and desired outcome.
-> Follow up: what happens when the step is delayed?
-> Closed questions confirm facts; they rarely reveal context.
-> Listen fully; paraphrase and invite correction.
-> Separate what was said from your interpretation.
-> Do not manufacture needs or lead the buyer to agree.
-> Follow-up questions test context, not just product interest.

Opening and Customer Discovery

Page 2 · Lines 25–48

o Overview
-> Map people and priorities
-> Confirm before advising
o Map people and priorities
-> User, buyer, payer, approver, and reviewer can differ.
-> Ask who uses, funds, approves, or checks compatibility.
-> One stakeholder's preference may not represent the group.
-> Discover budget, timing, workflow, and decision process.
-> Ask permission before recording contact preferences.
-> Example: manager funds; staff use; IT checks access.
-> Confirm each role's relevant outcome and constraint.
-> Do not collect unrelated personal information.
-> Stakeholder map helps test fit, not force consensus.
o Confirm before advising
-> Summarize the priority and ask if you understood correctly.
-> Resolve conflicting priorities before recommending.
-> Connect a recommendation only to a confirmed need.
-> A colorful dashboard is a want until purpose is clear.
-> It may become relevant if it improves needed readability.
-> Stop discovery when enough is known to assess fit.
-> If the offer mismatches, qualify or recommend no sale.
-> Ask permission to move from discovery to recommendation.
-> An accurate summary reduces mistaken assumptions.
-> Confirm buyer context again if new facts change the fit.
Sources, practice, lab and scope notes

Objectives

  • SP-R-01
  • SP-R-02

Sources

Practice (answers below)

1. Buyer wants a colorful dashboard. What question tests the need?

Ask what task it supports, who uses it, and what outcome matters. A want may be valuable, but confirm its purpose rather than relabel it as a need.

2. Why identify user, payer, and approver separately?

They may have different requirements and authority. Map roles before asserting fit; one person's preference is not automatically the group's need.

Offline buyer conversation and event rehearsal

  1. Use a fictional check-in product; rotate buyer, seller, and observer roles.
  2. Buyer gives one need, one want, one constraint, and one objection.
  3. Seller discovers and summarizes before recommending; observer checks fact/assumption separation.
  4. Practice a relevant add-on, objection check, and explicit yes/no/follow-up next step.
  5. Rehearse a three-minute setup and seven-minute pitch without internet or power; inject an interruption and unknown question.
  6. Debrief against rubric and protocol; registered competitors independently author their own actual entry.

Expected: Summary reflects buyer facts and distinguishes preference from need. Claims are supported or labeled hypothetical; arithmetic and assumptions are explicit. Objection is heard, clarified, answered truthfully, and checked without coercion. Optional add-on and next step fit buyer intent; follow-up is consent-based. Presenter handles interruption honestly and returns to logical flow. Device and setup checklist meets preliminary restrictions; adviser asked about final power conflict.

Limitations: FBLA 2026-27 PDF p.4 lists power access for a conference-room final and also says electricity will not be available. No resolution inferred; confirm with event adviser/organizer. Plan without power unless clarified. These notes and fictional examples teach concepts; they are not a ready-to-submit competition pitch. National rules reserve planning, research, preparation, and setup of an actual entry to registered competitors. FTC FAQ is general US advertising guidance; product-specific legal requirements may differ. This module is educational, not legal advice.

Product Value and Evidence

Sales performance

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Product Value and Evidence

Page 1 · Lines 1–24

o Overview
-> Explain product fit
-> Demonstrate accurately
o Explain product fit
-> Define offer, intended user, included scope, and conditions.
-> Feature describes what a product has or does.
-> Benefit describes why that feature may help a buyer.
-> Link each feature-benefit claim to discovered need.
-> Example: reminders may help users remember appointments.
-> Benefit depends on delivery, access, and user response.
-> Separate included functions from optional paid services.
-> Check workflow, accessibility, compatibility, and capacity.
-> A mismatch limits fit; product knowledge includes limits.
o Demonstrate accurately
-> Demonstrate a representative workflow, not every outcome.
-> Use fictional sample data; protect real customer information.
-> Explain what is shown and what is only illustrative.
-> Use offline-ready materials; internet is not provided.
-> Preliminary device use has no electricity or projector.
-> A demo cannot prove broad performance or savings claims.
-> Show relevant setup/support needs and limitations.
-> Keep a non-device fallback if technology fails.
-> Do not ask judges to click links or scan displayed QR codes.
-> Use a pretested demo that does not expose live customer data.

Product Value and Evidence

Page 2 · Lines 25–48

o Overview
-> Substantiate claims
-> Calculate cost and return
o Substantiate claims
-> FTC says express and implied ad claims need evidence.
-> Assess the full impression, including omitted material facts.
-> Performance, price, safety, and effectiveness can be material.
-> Have a reasonable basis before making objective claims.
-> Evidence strength should fit claim and circumstances.
-> A testimonial alone does not prove typical objective results.
-> A guarantee does not replace evidence for the claim.
-> Disclose important conditions clearly near the claim.
-> Label verified facts, estimates, and hypothetical examples.
o Calculate cost and return
-> Total cost of ownership (TCO) totals costs over a stated term.
-> Count setup, purchase, subscription, labor, upkeep, exit fees.
-> Example assumption: $120 setup plus $20 monthly for 12 months.
-> TCO = $120 + ($20 x 12) = $360 before excluded costs.
-> ROI = net gain divided by investment, times 100 percent.
-> Assume $500 measured benefit less $200 cost = $300 net.
-> ROI = $300 / $200 x 100% = 150%, if realized.
-> Illustrative inputs are not a quote or guaranteed forecast.
-> State term, baseline, exclusions; avoid double counting.
-> If benefit were $100, net is -$100 and ROI is -50%.
Sources, practice, lab and scope notes

Objectives

  • SP-R-03

Sources

Practice (answers below)

1. Calculate TCO: hypothetical $120 setup and $20 monthly for 12 months.

$120 + ($20 x 12) = $360, before taxes or excluded costs. State term and assumptions; this is not an actual quote.

2. A seller promises 25% savings based on one testimonial. What is missing?

Appropriate objective substantiation and representative conditions. Testimonials alone do not prove typical results; verify evidence, scope, and qualifications or remove the claim.

Offline buyer conversation and event rehearsal

  1. Use a fictional check-in product; rotate buyer, seller, and observer roles.
  2. Buyer gives one need, one want, one constraint, and one objection.
  3. Seller discovers and summarizes before recommending; observer checks fact/assumption separation.
  4. Practice a relevant add-on, objection check, and explicit yes/no/follow-up next step.
  5. Rehearse a three-minute setup and seven-minute pitch without internet or power; inject an interruption and unknown question.
  6. Debrief against rubric and protocol; registered competitors independently author their own actual entry.

Expected: Summary reflects buyer facts and distinguishes preference from need. Claims are supported or labeled hypothetical; arithmetic and assumptions are explicit. Objection is heard, clarified, answered truthfully, and checked without coercion. Optional add-on and next step fit buyer intent; follow-up is consent-based. Presenter handles interruption honestly and returns to logical flow. Device and setup checklist meets preliminary restrictions; adviser asked about final power conflict.

Limitations: FBLA 2026-27 PDF p.4 lists power access for a conference-room final and also says electricity will not be available. No resolution inferred; confirm with event adviser/organizer. Plan without power unless clarified. These notes and fictional examples teach concepts; they are not a ready-to-submit competition pitch. National rules reserve planning, research, preparation, and setup of an actual entry to registered competitors. FTC FAQ is general US advertising guidance; product-specific legal requirements may differ. This module is educational, not legal advice.

Objections, Related Suggestions, and Close

Sales performance

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Objections, Related Suggestions, and Close

Page 1 · Lines 1–24

o Overview
-> Listen and clarify
-> Respond and check
o Listen and clarify
-> An objection signals concern; it is information to understand.
-> Listen without interruption or a defensive rebuttal.
-> Acknowledge the concern without falsely agreeing.
-> Clarify: compared with which option, price, or scope?
-> Distinguish price, timing, fit, trust, or authority concern.
-> Ask whether another issue remains before responding.
-> Do not treat objection as consent to pressure.
-> Do not manufacture urgency or shame hesitation.
-> Restate concern briefly and invite correction.
o Respond and check
-> Answer the concern using verified offer facts.
-> Compare options on the same scope and time period.
-> For price, explain included scope and actual alternatives.
-> Offer a smaller option only if it truly exists and fits.
-> For timing, discuss feasible start dates or no purchase.
-> Admit unknowns; seek permission to verify and follow up.
-> Ask whether the answer addressed the concern.
-> If unresolved, summarize the gap and accept it.
-> A concession changes terms; disclose its real conditions.
-> Do not hide terms or make unsupported counterclaims.

Objections, Related Suggestions, and Close

Page 2 · Lines 25–48

o Overview
-> Suggest related value
-> Close as a clear choice
o Suggest related value
-> Suggestion selling offers an additional related item/service.
-> Offer only when it supports a confirmed customer need.
-> Example: training may help a team new to the workflow.
-> Explain distinct scope, price, and optional status.
-> Ask permission; accept refusal without changing core terms.
-> An add-on should strengthen use or outcome, not ticket size.
-> Do not bundle unrelated goods or obscure material conditions.
-> Check added cost against buyer's priorities and constraints.
-> More products are not automatically better fit.
o Close as a clear choice
-> A close requests a decision or concrete next action.
-> Confirm fit, terms, unresolved objections, and authority.
-> If ready, ask for the stated plan and quantity.
-> If not ready, agree on information or follow-up by consent.
-> Name owner, action, and date for a service next step.
-> Clear intent comes from buyer's stated choice, not guesswork.
-> Silence or hesitation is not consent to buy.
-> Accept no or delay without repeated pressure.
-> Record agreed scope and price before confirming commitment.
-> FBLA top close band reflects evident buyer intent.
Sources, practice, lab and scope notes

Objectives

  • SP-R-04
  • SP-R-05
  • SP-R-06

Sources

Practice (answers below)

1. Buyer says the offer is too expensive. Give the ethical response sequence.

Listen, acknowledge, clarify comparison/scope, answer with verified facts, then check whether the concern is resolved. Accept an unresolved concern without pressure.

2. When can staff training be a related suggestion for check-in software?

When the buyer confirms an adoption or training need. State separate scope and price, keep it optional, and accept refusal.

Offline buyer conversation and event rehearsal

  1. Use a fictional check-in product; rotate buyer, seller, and observer roles.
  2. Buyer gives one need, one want, one constraint, and one objection.
  3. Seller discovers and summarizes before recommending; observer checks fact/assumption separation.
  4. Practice a relevant add-on, objection check, and explicit yes/no/follow-up next step.
  5. Rehearse a three-minute setup and seven-minute pitch without internet or power; inject an interruption and unknown question.
  6. Debrief against rubric and protocol; registered competitors independently author their own actual entry.

Expected: Summary reflects buyer facts and distinguishes preference from need. Claims are supported or labeled hypothetical; arithmetic and assumptions are explicit. Objection is heard, clarified, answered truthfully, and checked without coercion. Optional add-on and next step fit buyer intent; follow-up is consent-based. Presenter handles interruption honestly and returns to logical flow. Device and setup checklist meets preliminary restrictions; adviser asked about final power conflict.

Limitations: FBLA 2026-27 PDF p.4 lists power access for a conference-room final and also says electricity will not be available. No resolution inferred; confirm with event adviser/organizer. Plan without power unless clarified. These notes and fictional examples teach concepts; they are not a ready-to-submit competition pitch. National rules reserve planning, research, preparation, and setup of an actual entry to registered competitors. FTC FAQ is general US advertising guidance; product-specific legal requirements may differ. This module is educational, not legal advice.

Relationships and Organized Conversation

Sales performance

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Relationships and Organized Conversation

Page 1 · Lines 1–24

o Overview
-> Build a reliable relationship
-> Organize buyer-centered content
o Build a reliable relationship
-> Relevant, dependable service can build customer trust.
-> Agree on follow-up purpose, channel, and timing with consent.
-> Record only needed contact details and protect them.
-> Confirm owner, date, and promised deliverable.
-> Keep promises or notify buyer and reset expectations.
-> Ask whether the outcome met the stated need.
-> Resolve issues or route them to someone who can help.
-> Honor opt-out and communication preferences promptly.
-> Do not guarantee loyalty or outcomes beyond your control.
o Organize buyer-centered content
-> A coherent sequence helps listeners follow the decision.
-> Useful order: greet, discover, confirm, recommend, respond.
-> Then suggest fit, decide next step, and follow up.
-> Transitions explain why the next point matters.
-> Example: connect a stated delay to the relevant workflow.
-> Keep sections tied to confirmed buyer priorities.
-> Avoid feature dumps and repeated claims.
-> Clear organization aids recovery after a question.
-> Separate verified facts, examples, and recommendations.
-> Adapt order when buyer information changes priorities.

Relationships and Organized Conversation

Page 2 · Lines 25–48

o Overview
-> Manage time and transitions
-> Coordinate team handoffs
o Manage time and transitions
-> FBLA gives 3 minutes for setup, then 7 for presentation.
-> Time segments are exclusive; setup time cannot extend pitch.
-> There is no separate question-and-answer segment.
-> Judges may ask during presentation; reserve room to respond.
-> Answer, then use a short transition back to the thread.
-> Practice aloud and rehearse recovering from a missed point.
-> Clear organization helps restore the thread after a mistake.
-> A brief outline supports flow without a rigid script.
-> Check time by rehearsal; do not rush a buyer's question.
o Coordinate team handoffs
-> All team members must actively participate in delivery.
-> Assign section ownership and agree on handoff cues.
-> A handoff links the prior point to the next speaker's role.
-> Share verified facts so offer descriptions stay consistent.
-> Face the audience and allow each speaker to be heard.
-> Practice missed-cue recovery without blaming a teammate.
-> Do not speak over a teammate answering a judge.
-> A teammate may clarify; keep one coherent answer.
-> Rehearse transitions under the actual seven-minute limit.
-> Registered competitors prepare their own real event entry.
Sources, practice, lab and scope notes

Objectives

  • SP-R-07
  • SP-R-08

Sources

Practice (answers below)

1. What belongs in a consent-based follow-up agreement?

Purpose, preferred channel, timing, responsible owner, and promised action. Keep only necessary details, honor opt-out, and reset expectations if delayed.

2. A judge interrupts during a recommendation. How does the speaker resume clearly?

Answer the question fully and accurately, then use a concise transition to the next buyer-centered point. FBLA has no separate Q&A period.

Offline buyer conversation and event rehearsal

  1. Use a fictional check-in product; rotate buyer, seller, and observer roles.
  2. Buyer gives one need, one want, one constraint, and one objection.
  3. Seller discovers and summarizes before recommending; observer checks fact/assumption separation.
  4. Practice a relevant add-on, objection check, and explicit yes/no/follow-up next step.
  5. Rehearse a three-minute setup and seven-minute pitch without internet or power; inject an interruption and unknown question.
  6. Debrief against rubric and protocol; registered competitors independently author their own actual entry.

Expected: Summary reflects buyer facts and distinguishes preference from need. Claims are supported or labeled hypothetical; arithmetic and assumptions are explicit. Objection is heard, clarified, answered truthfully, and checked without coercion. Optional add-on and next step fit buyer intent; follow-up is consent-based. Presenter handles interruption honestly and returns to logical flow. Device and setup checklist meets preliminary restrictions; adviser asked about final power conflict.

Limitations: FBLA 2026-27 PDF p.4 lists power access for a conference-room final and also says electricity will not be available. No resolution inferred; confirm with event adviser/organizer. Plan without power unless clarified. These notes and fictional examples teach concepts; they are not a ready-to-submit competition pitch. National rules reserve planning, research, preparation, and setup of an actual entry to registered competitors. FTC FAQ is general US advertising guidance; product-specific legal requirements may differ. This module is educational, not legal advice.

Delivery, Questions, and Event Protocols

Sales performance and event protocol

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Delivery, Questions, and Event Protocols

Page 1 · Lines 1–24

o Overview
-> Deliver clearly and responsively
-> Answer questions completely
o Deliver clearly and responsively
-> Poise is attentive, prepared recovery, not forceful bravado.
-> Use natural eye contact; avoid staring or looking away.
-> Projection means clear audible speech, not shouting.
-> Pace and pauses make important distinctions easier to follow.
-> Open posture and purposeful gestures support spoken meaning.
-> Practice aloud; familiarity helps manage nerves and fluency.
-> Rehearsal supports fluency and audience-focused attention.
-> Pause briefly after a stumble, then recover the thread.
-> Delivery skill never substitutes for truthful content or fit.
o Answer questions completely
-> Listen to the whole question before answering.
-> Clarify ambiguous scope rather than guessing.
-> Restate the issue briefly and answer every part.
-> Use verified product scope, evidence, and limitations.
-> Say honestly when a fact is unknown.
-> Agree on a realistic follow-up date only with permission.
-> Do not improvise specifications or guarantees.
-> Separate confirmed facts from estimates in every answer.
-> Engage the judge while answering, not with a canned dodge.
-> Transition back and check if the answer resolved the question.

Delivery, Questions, and Event Protocols

Page 2 · Lines 25–48

o Overview
-> Know the spoken rating sheet
-> Follow event rules and ownership
o Know the spoken rating sheet
-> Current rubric scores ten spoken criteria separately.
-> Each spoken criterion bands: 0, 1-6, 7-8, or 9-10.
-> Protocol criterion scores 0 or 1-10, not binary 0/10.
-> Maximum: 10 x 10 + 10 protocol = 110 points.
-> Protocol zero means guidelines were not followed.
-> Protocol performance includes permitted devices and conduct.
-> Questions are part of interactive delivery, not extra Q&A.
-> Use this current rubric, not obsolete all-binary guidance.
-> Judge scoring is distinct from event penalties.
o Follow event rules and ownership
-> Preliminary: one or two laptop-sized devices maximum.
-> If two devices, one faces judges and one presenters.
-> Preliminary: no power, Internet, projectors or speakers.
-> Use the presenting device for preliminary audio.
-> No judge interaction during setup; remove materials afterward.
-> Links/QR may display, but judges may not click or scan.
-> Only approved service animals; no musical instruments.
-> Food may be displayed, not served or left with judges.
-> Document credible research and copyrighted assets used.
-> Only competitors prepare and set up their own entry.
Sources, practice, lab and scope notes

Objectives

  • SP-R-09
  • SP-R-10
  • SP-P-01

Sources

Practice (answers below)

1. What is the current maximum rubric score and protocol band?

Ten spoken criteria have maxima of 10 each; protocol is 0 or 1-10. The maximum is 110, unlike an old binary-only protocol interpretation.

2. How should a presenter handle an unknown technical question?

Listen and clarify if needed, state what is unknown, do not invent a specification, and offer a consented verification follow-up. Resume the presentation clearly.

Offline buyer conversation and event rehearsal

  1. Use a fictional check-in product; rotate buyer, seller, and observer roles.
  2. Buyer gives one need, one want, one constraint, and one objection.
  3. Seller discovers and summarizes before recommending; observer checks fact/assumption separation.
  4. Practice a relevant add-on, objection check, and explicit yes/no/follow-up next step.
  5. Rehearse a three-minute setup and seven-minute pitch without internet or power; inject an interruption and unknown question.
  6. Debrief against rubric and protocol; registered competitors independently author their own actual entry.

Expected: Summary reflects buyer facts and distinguishes preference from need. Claims are supported or labeled hypothetical; arithmetic and assumptions are explicit. Objection is heard, clarified, answered truthfully, and checked without coercion. Optional add-on and next step fit buyer intent; follow-up is consent-based. Presenter handles interruption honestly and returns to logical flow. Device and setup checklist meets preliminary restrictions; adviser asked about final power conflict.

Limitations: FBLA 2026-27 PDF p.4 lists power access for a conference-room final and also says electricity will not be available. No resolution inferred; confirm with event adviser/organizer. Plan without power unless clarified. These notes and fictional examples teach concepts; they are not a ready-to-submit competition pitch. National rules reserve planning, research, preparation, and setup of an actual entry to registered competitors. FTC FAQ is general US advertising guidance; product-specific legal requirements may differ. This module is educational, not legal advice.