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A territory plan you could work on Monday

The capstone project for Field & Outside Sales — a free Business course. Pass it and you earn a certificate anyone can verify.

Start the course free Download the project workbook

The project unlocks once you complete the lessons. The workbook is free to download now so you can see exactly what is expected.

What you will submit

A written pack of roughly 1,200 to 2,000 words containing: the product with its buyer-arithmetic sentence and four mastery answers; the funnel arithmetic from target to calls per day with your named weak link; three named day-beats with rhythms and a sample day's visit order; three original dialogue scripts (approach with gatekeeper, discovery-into-demo with failure recovery, objection-to-close) of at least 8 exchanges each; the follow-up system with verbatim messages; the weekly tracking card and commission arithmetic with the active-versus-new worked example; and the closing section — the street sentences, the refused sale with walk-away words, and your safety rules.

What to do, step by step

  1. Choose ONE real product you could genuinely sell — a POS/agent product, an FMCG line, solar/inverter, a subscription/SaaS tool, or the product of a company you work for or want to join (name it). Write its buyer-arithmetic sentence: one line that prices the buyer's pain in naira and answers it, in the form the course taught. Then answer the four mastery questions honestly for it: what it does mechanically, what it costs all-in (every fee), what goes wrong and who fixes it, and what proof exists (or how you would create the first proof).
  2. Do the funnel arithmetic: state a realistic monthly target for that product (sales, sign-ups or activations), your honest assumptions for the conversion ratios (doors → conversations → next-steps → closes), and derive the calls per day a six-day week needs. Show the arithmetic. Then say which ratio you believe is your personal weak link today, and which lesson's craft addresses it.
  3. Map the territory into at least THREE day-beats in a real area you know (name the markets, streets, estate gates or school clusters — use real names). For each beat: what kind of prospects it holds, the best days/times to work it and why (market days, month-end, school hours), and roughly how many doors a morning there yields. State your visit-order rule (due follow-ups → warm doors → fresh doors) applied to a sample day.
  4. Write THREE full conversation scripts in dialogue form (Rep: / Buyer:), each at least 8 exchanges, in natural Nigerian register: (a) a cold APPROACH on your hardest door-type, including a gatekeeper moment handled with respect; (b) DISCOVERY-INTO-DEMO, with behaviour questions that produce numbers and a demo aimed at exactly the pain heard — include how you recover if the demo fails mid-way; (c) OBJECTION-TO-CLOSE, handling at least two of the four great objections ('no money', 'I'll think about it', 'my brother handles that', 'bring am make I see') ending in a plainly-asked close. Scripts must be your own words for YOUR product — not the course's examples copied.
  5. Design the follow-up system: your after-sale check-in timing and what you check for THIS product; the exact WhatsApp message (verbatim) you would send the evening before a promised return visit; your referral ask (verbatim) and the moment you make it; and how you will track not-yets so no promised visit is ever missed.
  6. Build the weekly tracking card: the five to seven numbers you will record (doors, conversations, next-steps, closes, active customers, commission earned — adapted to your product), and your commission arithmetic: the structure (real or realistic — state which), what hitting your monthly target honestly pays, and one worked example of the active-versus-new trade-off from lesson seven applied to your product.
  7. Close with the name you are building: three sentences you want your street saying about you within six months, one sale you would REFUSE (a real bad-fit scenario for your product) with the walk-away words you would use, and the safety and money-handling rules you will not break.

Files to work with

Project workbook (fill in, then submit)The whole brief, an evidence checklist, the grading rubric as a self-check and the link-sharing steps in one file. Opens in Word, Google Docs or WPS.Word · 8 KB

How it is graded

CriterionWeight
The product is mastered, not described: a buyer-arithmetic sentence that prices a real pain in naira, all-in costs including every fee, an honest answer on what breaks and who fixes it, and real or buildable proof15%
The funnel arithmetic is shown and honest: target stated, conversion assumptions defended as realistic for the product, calls per day derived correctly, and a self-aware weak-link ratio named with the lesson that addresses it15%
The territory is real: three named beats in a real area with prospect types, timing rhythms tied to actual Nigerian patterns (market days, month-end, school hours), door-yield estimates, and the visit-order rule applied to a sample day15%
The three scripts are original, natural and complete: at least 8 exchanges each in believable Nigerian register for THIS product; the approach passes the four beats and handles a gatekeeper with respect; discovery produces numbers and the demo targets them with a failure recovery; the close handles two-plus real objections and asks plainly30%
The follow-up system would actually run: check-in timing fitted to the product, verbatim pre-visit and referral messages that sound human, and a concrete mechanism ensuring promised visits are never missed10%
The numbers and the name: a usable weekly card, commission arithmetic with an honest target payout and the active-versus-new trade-off worked, plus a genuine refused-sale scenario with walk-away words and unbroken safety/money rules15%

You need 65% overall to pass. A failed submission comes back with feedback and can be revised and resubmitted.

Before you submit: make your link public

If your work lives in Google Drive or Google Docs, open Share → General access and change “Restricted” to “Anyone with the link” (Viewer). Then paste the link into a private browser window: if it opens without sign-in, you are ready. A private link cannot be graded — it is the single most common reason a good project fails.

Frequently asked questions

Do I have to finish Field & Outside Sales before submitting the project?

Yes. The submission screen opens once every lesson in Field & Outside Sales is marked complete. The lessons are where the methods, the Nigerian context and the worked examples the project depends on are taught.

How is the project graded?

An examiner scores each rubric criterion from 0 to 100 and weights them as shown on this page; you need 65% overall to pass. Most submissions are graded within minutes and you get written feedback on what was strong and what to improve.

Can I resubmit if I fail?

Yes. A failed project comes back with feedback; revise the weak parts and resubmit. A passed project is final — the certificate is issued and cannot be re-rolled.

What do I actually submit?

A write-up of what you did (under 5,000 characters). You can mention a public link to supporting files in the write-up. The free project workbook on this page walks you through all 7 steps.

Is the certificate real?

Yes. Passing this project issues a certificate with a unique verification code. Anyone — an employer, a client, a school — can open the verification page and see that the certificate is genuine and which project earned it.

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Field & Outside Sales is free and self-paced. Finish the lessons, complete this project, and the certificate is yours to share.

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