Sales and Technology - Buyer-Salesperson Dialogues - Engineering Assignment Help

Assignment Task:

Assignment

In this assignment you are to read the attached case on LePetomane and VSSI and answer the questions based on the information presented in the case. 

In this assignment you will play the role of the LePetomane salesperson during the sales call with her buyer.  Your job is to evaluate and understand the situation you are presented with and to determine the best course of action based on the information provided. You should use the guidance from Modules 9 & 10. 

Part 1: Closing the sale?

It had been a long day for Hedley Lamarr. She had just finished her 3rd meeting in the last two weeks with Lyle Johnson, the head buyer at Von Shtupp Spas Inc. (VSSI).

She thought her first two meetings went very well.  The first meeting happened just over two weeks ago and Hedley made a semi-customized presentation to Lyle. She presented an overview of LPCP focusing on their capabilities and providing Johnson with an overview of their new product lines. 

She effectively used her questioning skills to determine that VSSI was in the process of seeking new vendors to replace almost all of their existing personal care appliances used in their spas and salons including hair dryers, hair straighteners, curling irons etc. She was also able to determine that VSSI was planning to aggressively expand their business over the next 5 years through opening new locations and the possible acquisition of smaller regional competitors. Although Lyle didn't share the details, Hedley estimated as much as 25% total growth combined between same location sales plus new locations.

Overall, she felt Johnson's feedback was quite positive, he seemed impressed by their new line of high efficiency products. In particular he was captivated by some of the items they would be launching in the next year, unique items like their new facial moisturizers, which LPCP had shown (based on prototypes) to clinically reduce wrinkles by 63% in older men and women. VSSI was the first company to see this product. In the next year they're also launching a new device using artificial intelligence technology that scanned user's hands or feet and automatically determined the optimal nail shape and then filed and buffed the nails perfectly. All that remained was for application of nail polish.

The only real product-related concern Lyle expressed was whether the new items were truly as energy efficient as she claimed. Hedley was able follow up the day after her meeting and provide him with full reports from both independent laboratories as well as government testing agencies to verify the claimed results of 50% energy savings versus existing appliances.

In her second meeting, she was able to answer a number of additional questions Lyle had and went through a more detailed review of specific products and features Johnson had asked about. He focused on products they sold that were most similar to their existing appliances. He also has some generic questions about LPCP's ability to deliver the products when VSSI might require them. 

Hedley is prepared to respond to any additional questions Johnson might have, she has placed her delivery and technical teams on standby back at her office to be sure. 

One of Hedley's objectives for this third meeting is to close the sale and get the order, but she's not certain...

Part 1: 

Questions:

Place yourself in the role of Hedley in the case. 

1. Review the information on buyer-salesperson dialogues in Module 9. 

• Do you agree with Hedley that she is in a position to try to close the sale?

• Explain your reasons based on information presented in the case using information from Module 9.

2. Referencing the different techniques that are noted for closing the sale in Module 9:

   1. Identify the pros and cons (positives and negatives) of each technique for this situation.

   2. Identify which technique you would recommend she use with reason why it is most applicable.

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