Paper Stone Countertops PaperStone ® , created from recycled paper and a non-pet
ID: 383274 • Letter: P
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Paper Stone Countertops
PaperStone®, created from recycled paper and a non-petroleum resin, is both durable and easy to install, making it a favorite choice for homes, restaurants, office buildings and premiere U.S. museums. Manufactured in Washington State with 100 percent made-in-the-U.S. raw materials, most PaperStone products are certified recycled by the Rainforest Alliance to the Forest Stewardship Council® (FSC®) standards and certified food safe by NSF International.
Making a sales presentation to a College University
This is the first meeting between you and the Vice President for facilities and his lead Project Manager
Primary Sales Objective: To gain commitment of prospect to use Paper Stone Countertops in all new buildings on Campus.
Secondary Sales objective: To get prospect to commit to installing Paper Stone in one building
Alternative Secondary Objective: To install Paper stone in one location in a sample installation.
Target Market: Organizations involved in new construction of commercial buildings
Setting: Conference room in Shpeen Hall
Prospects: Vice President, Facilities, Rowan University; Lead Project manager, Facilities, Rowan University
What would be a reasonable sales call objective for this first meeting?
What would you like to know prior to the meeting?
What things would be brought to meeting?
What would be the likely objections? How might they best be handled?
How might Carnegie Principles be used in the meeting?
Which Carnegie principles might be employed to develop a Strategic Relationship with this prospect? And why?
What approach might be used?
After the approach, what would the value proposition consist of? Which FAB’s would you focus on?
What would be the logical closing sequences?
Would this be a traditional close? Will the VP simply say yes? (How is the selling process different to an institution rather than an individual?)
Task is to describes the preparation, approach, and strategies you would use in this situation; a sales presentation to an institutional prospect. You can use bullets to present lists. You can use tables to summarize presentation components.
Explanation / Answer
During the first meeting the main focus will be on presenting the product in design wise and price wise. Secondly thing to promote the quality of product that is going to be used as per infrastructure requirement. In this meeting the versatility in designs should be demonstrated. Provide the reference of the product used by another customer having the same type of organization. Prior to meeting there should be data about the budget of the organization going to spend on this business deal. Second thing is there requirement of paperstone products. We should know that the reason behind business deal i.e. cost based on design versatility based. In few cases it was found that the customer wants to see more designs/colors. Customer expectation may be about the time frame and quality of product. At last the representative must know about the papertone organization and its products in detail i.e. price wise, service time, cost wise, and last design wise. Customer requirement must be known first in term of design, cost, time of availability. Complete demonstration of product should be there in meeting through product sample or through reference of earlier customer. There feedback is very important so in between the presentation the feedback of listeners must be note down and provide them satisfactory conclusion. Prior to meeting with vice president the presentation should be discussed with experienced person of paperstone who deals with customer relationship section. In most of the business deals the main objections may be in term of quality or price of the products. So you should have quality performance data about the product, which should be satisfactory. Best thing to handle such objections is through the reference of other customers and their positive feedbacks. In case of price that should be comparable which can be supported in term of quality. It means the quality never compromised with product price.
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