Scenario: You have just been hired as an account executive for Sony Corp. in the Video/Monitor/Electronics division. You
Posted: Thu May 19, 2022 7:32 am
Scenario: You have just been hired as an
account executive for Sony Corp. in
the Video/Monitor/Electronics division. Your territory is from
San Fransisco to San Diego. You have completed a training
course with Sony, which covered the Back Wheel
skills associated with Sony. You are now aware of your
product's features/benefits, company history, warranties, and
your competition. Your company has provided you with a manual,
price list, a referral list of previously sold large accounts,
brochures, and service records. You have not been trained on
sales skills by Sony because you were hired as an experienced
salesperson having had this course.
Situation: In reviewing your new job with
a former fellow student of the college, you discover that the
college district is in need of new electronic projection equipment.
This is the type of account you are to cover and generate new
business from. Your records indicate your territory is
servicing San Fransico Community College for the same equipment. In
reviewing sales records you find in the notes that NEC, EPSON, and
SONY competed for the business in Modesto and SONY was awarded the
contract. You have made a call to a former professor who
referred you to the purchasing director of the College
District. You have learned the director himself is a direct
communication style with a supportive communication style
administrative assistant. The decision on this equipment is to
be made in one week and NEC has already presented its proposal. You
do not know the actual prices but records show NEC generally
will come in with a higher bid price than Sony but offered 4K
in San Fransico.
How are you going to get the appointment?
What other information do you need and how will you get
it?
What mental discussions you would have with yourself over the
decisions you will need to make?
account executive for Sony Corp. in
the Video/Monitor/Electronics division. Your territory is from
San Fransisco to San Diego. You have completed a training
course with Sony, which covered the Back Wheel
skills associated with Sony. You are now aware of your
product's features/benefits, company history, warranties, and
your competition. Your company has provided you with a manual,
price list, a referral list of previously sold large accounts,
brochures, and service records. You have not been trained on
sales skills by Sony because you were hired as an experienced
salesperson having had this course.
Situation: In reviewing your new job with
a former fellow student of the college, you discover that the
college district is in need of new electronic projection equipment.
This is the type of account you are to cover and generate new
business from. Your records indicate your territory is
servicing San Fransico Community College for the same equipment. In
reviewing sales records you find in the notes that NEC, EPSON, and
SONY competed for the business in Modesto and SONY was awarded the
contract. You have made a call to a former professor who
referred you to the purchasing director of the College
District. You have learned the director himself is a direct
communication style with a supportive communication style
administrative assistant. The decision on this equipment is to
be made in one week and NEC has already presented its proposal. You
do not know the actual prices but records show NEC generally
will come in with a higher bid price than Sony but offered 4K
in San Fransico.
How are you going to get the appointment?
What other information do you need and how will you get
it?
What mental discussions you would have with yourself over the
decisions you will need to make?