Q.N. 1 AnswerR K Consultants a selling consultancy services, was dealing with B2B services. When they got a mail from 2M-Hydraulics regarding their new project requirement, they started to make proposal for getting order. Below is the described systematic process of R K consultants Pre approach strategy:Prospecting & Qualifying: A prospect is an individual, a family, or an organization that needs the product or the service a salesperson is selling and also has the ability to buy. It is found here that 2M-Hydraulics has needed the services and ability to buy the services, so they are prospect for R K Consultants. Company qualify sales leads by contacting them by mail to find their interests (or needs) and financial capacity. 2M- hydraulics is hot prospect for R K Consultants because these prospects have good requirements of the companys services and are financially sound. They are handed over to the companys vice president Arun Pande to convert them to the companys customers. Pre approach / Pre call planning:This step is including two tasks (A) information gathering in greater depth about the prospect and (B) planning the sales call on the prospect. (A) Information gathering in greater depth about the prospect: Arun gathered information by website of the company about its business, its products and services, purchasing practices, location of plants, names and background of people who make buying decisions, purchasing orientations and practices, the major problems or issues faced by the prospect, the industry in which it is operating. He came to know that German base company wanted to manufacture and market hydraulic valves, pumps and other accessories in India. Company had decided on a distribution strategy of selling its products through dealers, who were expected to design, assemble, sale and service hydraulic power packs required for various application. Arun went to Bangalore to meet with key person of 2M- hydraulics key people to understand their need and wants. (B) Planning the sales call on the prospect: After collecting information about market potential, competition and requirement of 2M-hydraulics, he spoke to Srinivas Rao, General Manager of 2M-hydraulics and fixed an appointment to meet with him. He had also discussed doubt about availability of dealers who can perform all activity. ApproachQuestion approach technique was adopted by R K Consultants while approach to GM. Arun asked him can we get dealers in India performing so many tasks. Its show interest and knowledge about company's product.

Q.N.2 AnswerThese presentation method, negotiation style and closing technique I would use to get proposal if I were at the place of Arun:Presentation Method:Need Satisfaction method: - It is a creative form of selling, suitable for selling industrial products, or consumer durable products, where the salesperson has to understand the prospects needs first. First we find the need of company by asking question with them after it we will go for FAB approach for need satisfaction. We will describe our services characteristics, its advantages and its benefits. It is very effective method because it is focused on customer needs. I will also take care of some other points: Flexible presentation according to the situation and person. Communicate the feature, advantages and benefits of the purchase. Present relevant and limited information at a time. Make the presentation convincing by giving relevant evidence and examples. Use technology like multi-media presentation and 3D power point presentation.

Negotiation Style:I will go for Both of us win (or win-win style) in which both of the company R k and 2M will be in win situation. 2M will get perfect market and dealer for its products and R k will get consulting services as well as future business. The main purpose of this style is to build relationship among them.Closing techniques:I will go for Summary-of-benefits close in which we will discuss all features of services to satisfying customer need. These are some steps we will take while closing the deal.(a) We will emphasize on major feature of our services means we will provide you people dealer which will take care of all sales related activities.(b) After it we will summarizing our services benefits by SELL approach in which first of all we Show the different features of our services.Explain advantages of these features to company and how it will help to satisfy their need.Lead in to benefit, means how these advantages lead to benefit for both of the company.Let 2M key persons talk about this, that are they satisfy with it? Or they want some thing more.