Final Sales Presentation Mark Bartlett Table of Contents - PDF document

Final Sales Presentation Mark Bartlett Table of Contents Description of Company Products/services 2 Company Competitors 2 Selling Situation 2-3 Objectives 3 Opening Approaches 3-4 SPIN Questions 4-5 Product Features and Benefits 5 Trial Closes 6 Proof Providers 6 Objections 6 Closing Methods 6-7 Departure 7

Description of Products/Services : Amazon is an American, online shopping and electronic commerce company that was founded by CEO Jeff Bezos in 1994. Originally starting out as an online bookstore, Amazon has transformed into the largest Internet retailer in the world in regards to revenue and market capitalization. Amazon’s products can range anywhere from media, such as movie, audiobook and music downloads to apparel, baby products, electronics, beauty, groceries, health and personal care items, kitchen items, jewelry, instruments, sporting goods, tools and toys and games. Essentially, they sell any product that you may need. They also provide a variety of services such as Amazon Prime— which has revolutionized online shopping to be faster with even same day delivery. They also have Amazon Fresh, Alexa, FireTV and Fire tablets, Amazon Kindle, and Amazon Echo. In 2015, Amazon became the most valuable retailer in the United States by market capitalization and is the fourth most valuable public company in the world. The product that I am selling today, is the Amazon Kindle e-reader devices. This product enables users to browse, buy, download and read e-books, newspapers, magazines and now, even textbooks for students via the Kindle Store using a wireless network. As of March 2018, the Kindle Store has over six million e-books available in the United States and students are using the Kindle to enhance learning and take away the hassle of paying for and carrying many heavy textbooks. Competitors: Chegg: Chegg is an American education technology company that specializes in online textbook rentals and has even moved into homework help, online tutoring, and internship matching or scholarships. This competes with the Amazon Kindle as Amazon is also using the Kindle app to allow students to rent or purchase textbooks via wireless internet instead of purchasing or renting many heavy textbooks. Walmart: Walmart is an American retail corporation that also sells many of the same products Amazon does both in-store and online and is also a grocery store. This competes with Amazon because before 2015, Walmart was the most valuable retailer in the United States. Barnes & Noble Nook: Very similar to the Amazon Kindle, Barnes & Noble also created a variety of Nook tablets and e- readers to choose from. This is a direct competitor with the Amazon Kindle because it essentially provides the same functions as a Kindle would. Selling Situation: I will be meeting with Megan Woolley, a colleague at UCM with the authority to purchase the Amazon Kindle product for their university. Mrs. Woolley is responsible for making purchases for the UCM bookstore that will enhance the learning environment of the students at UCM while creating an 2

innovative atmosphere. Mrs. Woolley is responsible for both the UCM campus in Warrensburg and Lee’s Summit innovative campus. The purpose of this meeting is to learn more about the needs of the university and the students in regards to how they would like to proceed with using the Amazon Kindle as an alternative to textbooks. I spoke with Mrs. Woolley on the phone last week. We will be meeting for around 15 minutes at her office in Warrensburg, MO to discuss the Amazon Kindle products. After building a strong rapport with Mrs. Woolley, I will then ask her a variety of questions and allow her to ask me questions about my products and services that are provided and then I will demonstrate the use of these products and how they can be incorporated into the classroom. If we both believe that this will benefit the students and their university, we will then discuss pricing options and select a product that would be the best fit for their needs. Objectives: Primary Call Objective : My primary call objective is for Mrs. Woolley to agree on selling the Amazon Kindle products on at least one of the two campuses to students. Minimum Call Objective: My minimum call objective is for Mrs. Woolley to discuss her interest and the benefits of the Amazon Kindle products and to set up a meeting to discuss further options. Optimistic Call Objective: My optimistic call objective is my Mrs. Woolley to agree to use the Amazon Kindle products on both the Warrensburg and Lee’s Summit campuses to students, and creating a partnership with other universities through UCM. Opening Approaches: After knocking on the door and entering Mrs. Woolley’s office, I will confidently shake her hand, maintain strong eye-contact and re-introduce myself as Mark Bartlett with Amazon. I will say that it is nice to speak to her again and ask if I can take a seat. I will then attempt to build a strong rapport with Mrs. Woolley by discussing the upcoming school year with her and how she got involved with the UCM administration. I will continue making eye-contact and listen to what she is saying to find a common ground with her if the opportunity arises. Setting Agenda: After establishing a rapport, I will begin the presentation by setting an agenda and starting out by stating “First off, I just wanted to say that I appreciate you agreeing to meet with my today, and I know you are very busy with the school year about to begin. I will only take 15 minutes of your time, if that still works for you? Great.” “Just to get started, there are a few things that I would like both of us to get out of today’s meeting. First, I want to ask you a few questions to understand your needs and the student needs as well, and 3

then I would love to show you our Kindle product and how to use it and then if we agree that this will be beneficial for this University, we can discuss taking further steps. How does that sound to you? Perfect. Lets get started.” Questioning/Identifying Needs: During my presentation, I will use the following set of SPIN Questions: SPIN #1 Situation: Tell me about how you have been using technology as a way to enhance your students learning? Problem : Have these products caused any issues with students in the past? Implication : What happened when this product has malfunctioned in the past and what tech support was provided for them? Need-payoff: So, a product that is as reliable as a textbook and notebook is something that is important to you and your students? SPIN #2 Situation : Have you noticed a significant use in one product that a student buys versus another product? Problem : Have you found that some items in your bookstore do not sell? Implication: What effect does this have on the cost of your textbooks? Need-payoff : So, you’re looking for a product that students can afford, but is also on the cutting edge of technology? SPIN #3 Situation: Can you tell me about some of the classroom environments that you have been around? Problem: What are some issues that do not enhance learning in the classroom settings? Implication: What effect does the use of technology have on the way students interact with each other in the classroom? Need-payoff: Do you think a product that is easy to use for students in a classroom setting will enhance the learning environment? Needs Summary: Provide a summary of the needs you identified in the SPIN questioning. 4