Reference no: EM132964608

Ecolab is the global leader in cleaning, sanitizing, food safety, and infection prevention products and services. With more than 14,000 sales and service experts, Ecolab employs the industry's largest and best-trained direct sales and service force which advises and assists customers in meeting a full range of cleaning, sanitation, and service needs. Christina Wylie is one of Ecolab's top sales representatives and is constantly prospecting for new accounts, servicing existing accounts, and introducing new products and services. She primarily calls on restaurants and hotels to sell and service a wide array of cleaning and sanitizing products like bathroom air fresheners, bathroom cleaners, dispensers, floor cleaners, glass cleaners, dishwashing machines, detergents, and safety equipment. Sales to Christina's existing and prospective new buyers in the restaurant and hotel sectors had been slow during the pandemic. Now that these businesses are slowly reopening to welcome and serve travellers and in-restaurant diners there are abundant sales opportunities.

1. Christina needs to develop a new presentation strategy. Based on what you know about developing presentations strategies, which presentation strategy or combination of strategies would you use and why?

2. Make a list of 5 buyer concerns and objections that a salesperson like Christina would typically expect from new prospects emerging from the
pandemic.

3 . How could Christina overcome these concerns and objections through a two-step sales call? What is your plan for Christina's two-step sales call?