Please see attached screenshot for the problem. The book being referenced is: Se

Question

Please see attached screenshot for the problem. The book being referenced is: Selling Today (12th Edition) by authors - Michael Ahearne, Gerald L Manning, Barry L Reece. ISBN - 0132109867. Thanks!

You are an experienced salesperson in the sales department of an apparel manufacturing company. Your manager has scheduled a meeting at your facilities in two weeks with an executive group from SmartLook, a clothing retailer. You have been assigned to meet with these important customers. Information you have at this point includes the fact that SmartLook likes to "buy low"', but normally places large orders. However, your company prefers to "sell high." Also, your company might not be able to deliver huge orders unless it invests in new facilities The team SmartLook is sending includes three people: the vice president of marketing, the purchasing manager, and a designer. They are interested in developing a collection for next season and determining a price with you. They also want to place a trial order at the price that would be the same as for a large (bulk) order. They will ask for delivery of the trial order to be made two weeks after you meet with them and agree on terms. Two problems with this request are: (a) the trial order is well below the minimum quantity your company is willing to accept and (b) your company normally needs one month to fill a new order In preparing for the upcoming meeting, answer the following questions: How can you use adaptive selling to deal with the issues in this situation? 10) What will you need to do to create a value-added presentation to the SmartLook group? (Reference: Chapter 11) How can other departments in your company help you build a long-term partnership with (Reference: Chapter 1. 2. 3. SmartLook? (Reference: Chapter 15) What aspects of opportunity management can you, the salesperson, use in coping with these significant customers? (Reference: Chapter 16) What principles of negotiation may play a key role in the meeting with the SmartLook executives? Explain how. (Reference: Chapter 13) What common types of buyer concerns do the following possible statements indicate? 4. 5. 6. a. We are concerned that you will not be able to meet our quality requirements; b. Your price is too high, C. Either take this trial or we will look for another manufacturer. Provide positive approaches you might use to resolve these concerns. (Reference: Chapter 13)

Explanation / Answer

1. There are two issues here. One is the minimum order quantity for trial and other is the time to deliver an order.

Adaptive selling can be put to best use in this case. Since Smartlook wants to develop collection for next season it is extremely important to develop something really creative and eye catching. It needs to be explained to Smartlook that if you want us to deliver something unique and which none of your competition has ever done we need to be given enough time. One month is the minimum time required to think, explore, innovate and finally come up with something unique.

Also this involves good amount of Research and Development cost. Hence to cover up for this cost there is a minimum amount of order which needs to be put.

It is important for Smartlook to agree on this terms if they want to gain competitive advantage.

2. To create a Value added presentation to the Smartlook group we need to show up in the PPT the following:

a) Our vision and mission statement; Customer Satisfaction being the reason for our success

b) A list of all our clients; this will give confidence to Smartlook

c) Some of the exquisite designs we have created till date

d) Show them tokens of appreciation we have received from our clients

d) The total spread of our business

3) Other departments can like Customer Service department, Marketing dept can help a long way in building a long term relationship;

Customer Service department will assure Smartlook that any issue ever comes up in product they are always there to support. Customer Satisfaction is at the core of our business.

Marketing department can assure them of value for money of their products

Design department to ensure the best design/delivery.

4. As a salesperson I need to recognize that there is significant opportunity of orders if I can crack the deal. Hence recognizing and driving opportunity are the two key aspects of opportunity management present here.

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