R.K ConsultantsSelling consultancy services

Parties Involved RK Consultants 3M Hydraulics Rahul Deshpane (CEO)

Arun Pande (VP)

Srinivas Rao (GM)

Personal sellingRK Consultants uses a promotional method in which one party (RK Consultants) uses: Skills and techniques for building personal relationships

with other party (3M Hydraulics) This results in both parties obtaining value

The personal selling processProspecting and qualifying

Pre approach (pre call planning)

Approach

Presentation and Demonstration

Overcoming objective

Trial close/closing the sale

Follow-up and services

Prospecting Referral from internal company sources

Qualifying The probable prospect has need for the service being sold

- Hot prospect- Pre -approach

Pre-approach

Arun collected publicly available information through the website

Arun met the manager of 2-M hydraulics and there German counterparts to understand their needs.

Research on market potentials in metros and major cities Research on the competitors

Approach

Initial contact was made by the prospective buyers Appointment : An appointment taken right after initial

contact

Shortcomings in Approach/Pre approach

German distributor were not contacted. A first hand knowledge from distributor could have helped

The doubt about willingness of Indian distributor to perform multiple task as was not solved convincingly as Arun and R.K Consultant know the Indian market better than German managers. There might be a need of acculturation for German company.

Presentation and demonstrationUnderstanding the buyer’s need

Ask question as to : How many dealers are they looking for? What kind of distribution channel they are looking for? How much price they are offering for there product? What are the expectation from the dealers? What are the incentives they are going to offer to the dealers? Is the launch going to being selected city or PAN India? What kind of sales target they are looking for in the first year?

Consultative selling/ problem -solution presentationAs the firm itself is a consultancy, it should use its core competencies and cross functional knowledge, projecting and highlighting it in the presentation.

PresentationMake the presentation covering following

Needs of the client Various alternative available to the clients. The best and cost saving option available. Suggest reason for the option being best. The future outcome of the option being advised. Expectations being met from the suggested strategies.

NegotiationNegotiation should be done on these factors:

Price being charged Term of the project Deliverables of the projectNegotiation should be win – win so as to make the clients happy and pave the way for future contract.

Closing Trial close should focus on asking for any major objection. Summary of the benefits closing

List out the possible benefits from suggested strategies. List out the financial out comes from the suggested strategies. List out the target being met through the strategy. Highlights the role of selling strategy in the firm’s overall

strategy. closing should be either based on summary - of – benefits or T

account approach.