Reference no: EM133506673

Case Study: Gigi's cupcakes has decided they would like to grow their business by getting their products into your local grocery store. Your goal is to introduce Gigi's cupcakes to the grocery store's corporate grocery buyer, Joe Smith, with whom you have secured an appointment with through telemarketing. This will be your first face-to-face meeting with Joe. Your goal for the meeting is to introduce Gigi's Cupcakes to the buyer, and to secure at least a trial order of your products into their stores.

Directions

Question I:

Now it is time to showcase all you have learned throughout the course as you author a role-play script of your face-to-face sales call with Joe Smith. In no less than one page, or approximately in words, please create a script of the sales appointment, making sure to include the following in your role play:

• Introduce yourself, and establish rapport with the prospect (Joe Smith).
• Uncover the prospect's (Joe Smith) needs by using open-ended questions.
• Relate features and benefits of your product to the prospect (Joe Smith).
• Include at least one objection from your prospect, Joe Smith, and your response to overcome it.
• Ask for the business!

Question II

Appended to your script, in words, explain the points of your role play that made it an effective sales call and why. In this analysis, be sure to identify your open-ended questions, why you selected them, and what needs you intended to uncover by asking Joe them. Also, explain how you differentiated between the features and benefits of your product. Finally, describe the strategy you implemented to overcome the prospect's (Joe Smith) objection.