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    Sales Pitch Roll No 3, 5, 11, 12 Div 1 (E)

    Uploaded by

    Deepak D Ojha
    The sales executive meets with the purchase manager of TCS to pitch the Belkin laptop cooling pad. The purchase manager is facing issues with overheating laptops causing system crashes, slow performance, and hardware failures. The sales executive explains that overheating is the root cause of these issues and demonstrates how the Belkin cooling pad addresses this problem by drawing heat away from the laptop. While the purchase manager has budget constraints, the sales executive argues the cooling pads will save on future maintenance costs. The purchase manager agrees to an initial order of 50 units.

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    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd

    Sales Pitch Roll No 3, 5, 11, 12 Div 1 (E)

    Uploaded by

    Deepak D Ojha
    56 views6 pages
    The sales executive meets with the purchase manager of TCS to pitch the Belkin laptop cooling pad. The purchase manager is facing issues with overheating laptops causing system crashes, slow performance, and hardware failures. The sales executive explains that overheating is the root cause of these issues and demonstrates how the Belkin cooling pad addresses this problem by drawing heat away from the laptop. While the purchase manager has budget constraints, the sales executive argues the cooling pads will save on future maintenance costs. The purchase manager agrees to an initial order of 50 units.

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    Sales Pitch Roll No 3, 5, 11, 12 Div 1(E)

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    The sales executive meets with the purchase manager of TCS to pitch the Belkin laptop cooling pad. The purchase manager is facing issues with overheating laptops causing system crashes, slow performance, and hardware failures. The sales executive explains that overheating is the root cause of these issues and demonstrates how the Belkin cooling pad addresses this problem by drawing heat away from the laptop. While the purchase manager has budget constraints, the sales executive argues the cooling pads will save on future maintenance costs. The purchase manager agrees to an initial order of 50 units.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    56 views6 pages

    Sales Pitch Roll No 3, 5, 11, 12 Div 1 (E)

    Uploaded by

    Deepak D Ojha
    The sales executive meets with the purchase manager of TCS to pitch the Belkin laptop cooling pad. The purchase manager is facing issues with overheating laptops causing system crashes, slow performance, and hardware failures. The sales executive explains that overheating is the root cause of these issues and demonstrates how the Belkin cooling pad addresses this problem by drawing heat away from the laptop. While the purchase manager has budget constraints, the sales executive argues the cooling pads will save on future maintenance costs. The purchase manager agrees to an initial order of 50 units.

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    You are on page 1of 6

    Sales pitch: Belkin

    Laptop cooling pad


    Subject: negotiation & salesmanship

    Submitted by:
    Col Dinesh Tyagi E-03
    Lt Col Deepak Ojha E-05
    Brahmjot Dhindsa E-11
    Namrata Jerath E-12

    Submitted to:
    Mr. Binoy Geroge
    Sales Pitch Assignment- Belkin Laptop Cooling Pad
    Scene 1: MD and sales manager talking about the sales strategy.

    MD: The potential customers for Belkin Laptop Cooling Pad are Students, Corporates,
    Professional institutes, Laptop vendors, Small medium enterprises, Residential societies.
    How you plan to target them?

    Sales Manager: Sir, reaching out to varied customer segments will be done by Setting up
    a viral campaign to increase awareness by Demo videos on YouTube, Direct mails,
    Promotional advertisement on the internet, Facebook, Orkut, Twitter pages, Awareness
    seminars and by direct sales Door to door, Trade fares, Company cafeterias show demo,
    Advertisement in newspaper and technology journals, Introduction of the cooling pad
    on the gadget shows across TV channels.

    MD: But you should remember the foundation of direct sales is an exhaustive and well-
    targeted sales pitch.

    Sales Manager: Yes sir, I understand that and for my forthcoming meeting with
    purchase manager of TCS I have made a detailed sales pitch.

    MD: I am sure you have covered all the steps of selling process, and I wish success to
    you in your meeting.
    1 Page
    Scene 2: Sales pitch: the sales executive in conversation with
    the purchase manager of TCS.

    Sales executive: (smiling) Good Morning sir

    Purchase manager: oh god, it’s already 11.00. Please have a seat, i am very busy today,
    and have only 15 minutes. I have to go for a meeting

    Sales executive: not a problem sir, I just require 5 minutes of your time, only if you want
    we will go ahead. Can you tell me what the meeting is about?

    Purchase manager: you know now days with the work from home policy we have issued
    laptops to the employees. And the meeting is regarding this. Anyways you tell me about
    your product.

    Sales executive: sir, I came to know that you are facing some issues in your laptop
    hardware. Can you tell me about it?

    Purchase manager: yes the products quality today is lacking somewhere and there are
    so many problems we face with the laptops these days.
    2 Page

    Sales executive: sir, can you elaborate on the type of problems that you are facing with
    laptops.

    Purchase manager: the quality is so poor that there are reports of system crash and
    they become very slow after functioning for only an hour, some laptops just shut down
    while running.
    Sales executive: this must definitely be irritating for the employees.

    Purchase Manager: it is not only irritating but also affecting the efficiency many
    employees also complain of major memory and operation errors, along with that some
    losses due to crashing of motherboards and hard disks.

    Sales executive: is this affecting your maintenance expenses?

    Purchase manager: of course our maintenance cost is sky rocketing but the worst part is
    the loss of that because of hardware failure.

    Sales executive: sir do you know what could be the reason behind all these problems.

    Purchase manager: I have no idea! Maybe it could be a quality issue.

    Sales executive: sir I understand that your laptops are facing problems like hardware
    failure, system failure, loss of data, slowing of processing speed.

    Purchase manager: yes all these problems have become a bone of contention for us.

    Sales executive: sir research has confirmed that all these problems are reflected
    because of overheating of laptops.
    3

    (Shows research papers)


    Page

    Purchase manager: (shuffles through the papers) Oh Gosh! You sure do have a point
    here, but what is the solution for this; since customization of laptop with additional
    cooling fan is not possible as in case of desktop or a Personal computer.
    Sales executive: sir I want to show you a product that meets this specific requirement.
    (And demonstrates the Belkin Laptop Cooling Pad)

    Purchase manager: good, this seems like an excellent product, but isn’t carrying a
    cooling pad a little cumbersome.

    Sales executive: sir, your concern is absolutely correct and that is the reason it has been
    designed to be compact so that it can be easily carried in a laptop bag itself.

    Purchase manager: but then as I understand your product being an external device it
    will require some power source to operate.

    Sales executive: sir there is no reason to worry about the power source as it runs on a
    USB cable and takes power directly from the laptop exactly like your pen drive.

    Purchase manager: but this will eat up my laptops battery life. Which will mean
    frequent charging cycles?

    Sales executive: sir this device has been designed with heat sensors and runs only when
    there is overheating above the acceptable levels. Thus optimizing power requirements
    and it has energy star rating.
    Purchase manager: your product is good, but what is the price?
    4 Page

    Sales executive: sir it’s just Rs1000 for a cooling pad.

    Purchase manager: this time we have already committed our budget for this year
    Sales executive: sir as you mentioned that due to all these defects your maintenance
    cost is skyrocketing. If you delay purchase of these cooling pads by another year, it will
    add on to your maintenance costs. However you will still need these in the next year.
    Whereas if you purchase these cooling pads now you will save on maintenance cost not
    only for this year but also for the subsequent years and it will recover its cost within this
    year itself.

    Purchase manager: (smilingly) ok then tell me what will be the delivery time if I place an
    order today.

    Sales executive: sir you have to give me your firm demand and then I will be able to give
    you definite delivery date. However, we have been able to deliver the product within 14
    days of placing the order.

    Purchase manager: ok then book an order for 50 laptop cooling pads as of now and
    based on the performance we will place the further order.
    5 Page

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