SALES PITCHING ROLE PLAY

Contents
INTRODUCTION...........................................................................................................................2
STEPS OF SALE PROCESS..........................................................................................................2
PROSPECTING AND QUALIFYING.............................................................................2
PREAPPROACH..............................................................................................................2
APPROACH.....................................................................................................................3
PRESENTATION..............................................................................................................3
HANDLING OBJECTIONS.............................................................................................4
CLOSING THE SALES...................................................................................................4
FOLLOWING UP.............................................................................................................4
CLIENT NEED PROFILE..............................................................................................................5
PROFILE OF PRODUCT...............................................................................................................5
BENEFITS OF PRODUCT.............................................................................................................5
NEED BENEFIT MATCH..............................................................................................................6
CONCLUSION................................................................................................................................6
INTRODUCTION
The role play is about interaction between Purchase Manager of BP Ltd. and Sales
Manager of HP Ltd. The situation prevails that the former is an existing client of
the vendor.

The client is an existing customer of the seller. HP Ltd. have developed a new
range of sunglasses by the name of HP Spark.

The Sales Manager has to persuade and crack the deal of getting the order for the
new range of sunglasses. To persuade the client, the alternative that would be used
by the seller is providing extra benefits at same price or justifying the price with
the benefits and features of the product.

STEPS OF SALE PROCESS

PROSPECTING AND QUALIFYING

Prospecting is basically the process of identifying potential buyers who have a
need for the products and services offered by the company, the ability to pay for it
and also have the authority to buy the product. In this case, thus before planning
for the sales the Sales Manager of HP Ltd. conducted the research and identified
the prospect. This is the primary and most important for rest of the step in the
buying process.

In this situation the Sales Manager had kept a track of the market and identified the
upcoming demand from his client.He knew who is having adequacy of authority
to buy and had met the concerned person accordingly.

PREAPPROACH
This part of the process in buying is doing the Need Analysis. A good
salesperson should analyze the needs of his customers and also familiarize himself
with the relevant background.

In the role play, the Sales Manager of HP Ltd. the required information about the
client beforehand as the Organization i.e., BP Ltd. was an existing client. His call

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objective then was to present how the service was upgraded along with developed
product features in the newly launched range of sunglasses.

APPROACH
Approach is basically the process of introducing, making some small talk, asking a
few warm-up questions, and generally explaining who you are and whom you
represent. In general, a professional salesperson almost never makes a pitch right
away; instead he/ she works to establish a rapport with the customer first.

In this situation the salesman could start in this way, Hello Sir. Hoping so you are
doing well. The premise is looking much beautiful after the extension of the outlet
area.

Well I am Anurag Malviya, the Sales Manager of HP Ltd. operating within NCR. I
suppose if u can spare little time then we can have a little chat about the upcoming
range of sunglasses.

PRESENTATION
An adequate amount of preparation is required before a salesperson pitcheshis
product or presentation, but the presentation is where the research pays off andthe
idea for the prospect comes alive. By the time the salesperson presents his product,
he will understand his customers needs well enough to be sure hes offering a
solution the customer could use.

In this b2c situation the sales manager can pitch the product by Sir,your
organization have been a loyal client of ours. All the Acs and refrigeration system
are provided by Blue Star. The newly launched product is highly efficient as it is
fitted with a compressor which changes frequency according to the ambient load.It
can save electricity bill upto 40% by decreasing the 1.5TR (Ton of Refrigeration)
to 0.25TR as per requirement. Heat Pump attached model R410A DC is useful
during winter and saves money from purchasing blower. R410 uses eco-friendly
refrigerant which is adding towards nil ozone depletion.

And I am pretty sure that you will never get an opportunity to complaint about our
service as many clients in this region who have fitted the Acs have provided a
positive feedback about the operations and services.

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 HANDLING OBJECTIONS
Once done with the sales presentation, its natural for the customer to have some
hesitations or concerns called objections. Good salespeople look at objections as
opportunities to further understand and respond to customers needs.

In this situation the customer can raise questions that they are having service
related issues, then why should they go for further dealings with Blue Star when
they are having other alternatives?

This can be handled by the Sales Manager effectively by saying that they have
done a research check on the same. Theyhave found out the loopholes which
arealready closed by arranging new service technicians in the region. And that now
they can get even better services than ever before.

CLOSING THE SALES

After convincing thecustomer by meeting his or her needs about the product, one
can close by agreeing on the terms of the sale and finishing up the
transaction.Sometimes the situation may not be same and the salesperson has to
make several trial closes during a sales call, addressing further objections before
the customer is ready to buy. It may turn out, even at this stage in the process, that
the product doesnt actually meet the customers needs. When the close is
successful, this step clearly aligns with the purchase step in the buying process.

If the meeting closes at one go it is good otherwise we can impress upon them to
use our sample service once and when they like we could arrange for a second
meeting or so.

FOLLOWING UP
Good follow-up helps ensure additional sales and customer referrals.After the set
target is achieved, the customer relationship starts. The follow-up is an important
part of assuring customer satisfaction, retaining customers, and prospecting for
new customers.From the buyers perspective, the follow-up is the implementation
step in the buying process. This might mean sending a thank-you note, calling the
customer to make sure a product was received in satisfactory condition, or
checking in to make sure a service is meeting the customers expectations or not.

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CLIENT NEED PROFILE
ACs for the new office space
Better service
Less electricity consumption, efficient and environmental friendly.
Star Ratings
Maintain Comfortable Temperature

PROFILE OF PRODUCT
Blue Star Limited is air-conditioning and commercial refrigeration
companyis renowned for producing highly efficient air conditioning
systems.
AC that thinks and adjusts according to your needs
Its compressor changes frequency according to the ambient load
This eliminates any temperature fluctuations and helps maintain a
comfortable temperature by changing theRPM of the compressor as the
frequency changes.
A 1.5 TR Inverter AC can decrease its capacity of 1.5 TR and can go as low
0.25 TR , as per the requirement
As there is no cut in and cut off, the Inverter AC saves up to 40% on your
power bill.
The heat pump version of inverter ACs is useful during severe winters
This AC uses the latest environment-friendly refrigerant, R410A that has nil
ozone depleting substances.

BENEFITS OF PRODUCT
Budgeted range with heat pump to be used in winters.
Saves electricity bill by 40%
Eco friendly refrigerant R410 compared to many other companies.
Maintenance cost is lower with better service.
New added features on previous model prices.

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NEED BENEFIT MATCH
As per the need of client we are providing an Ac which can save electricity
by 40%.
Eco Friendly with nil ozone depletion refrigerant.
Added features at economic price.
4 Star Ratings

CONCLUSION
The discussion with client finally ended with the conclusion that the Sales
Manager would send the quote for the required ACs to the Purchase
Manager of TCS.
He would look into the quote and after verification of the same would place
the order in due course of time.

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