2-M Hydraulics Prospective Deal Handling

Selling Consultancy Services

Aditya Zutshi (09BM8005)Ambuj Agarwal (09BM8007)Amit Sarangal (09BM8082)Shilpa Gautam (09BM8085)Renjith Peediakal (09BM8040)Yash Vardhan Aggarwal (09BM8063)

Pre-Approach

Arun collected publicly available information through website

(Possibly could have talked or got a feedback from German

distributors)

Arun met the managers of 2-M and their German counterparts

to understand their needs

Research on market potential in Metros and major cities

Research on the Competitors

The Approach

Initial contact was made by the prospective buyer

Appointment: An appointment taken right after initial contact

Projects confidence of R.K. Consultants

The Shortcomings in Approach/Pre Approach

German Distributors were not contacted. A first hand knowledge

from distributors could have helped.

The doubt about willingness of Indian Distributors to perform

multiple tasks as was expected was not solved convincingly. Arun

and R.K. Consultants know Indian market better than German

managers. Their might be a need for acculturation for German

company ( Information provided is however not conclusive )

Understanding the buyer’s needs

Ask questions as to

How many dealers are they looking at ?

What kind of distribution channels they are looking at ?

How much price they are offering the product for ?

What are the requirements or expectations from dealers ?

What are the incentives they are going to offer to dealers ?

Is the launch going to be in selected cities or pan India ?

What kind of sales target they are looking at in the first year ?

Probable Presentation Approach

Consultative Selling: Since the firm itself is a consultancy, it should use its core competencies and cross functional knowledge, projecting and highlighting it in the presentation

Presentation

Make the presentation covering the followingNeeds of the clientVarious alternatives available to clientThe best option availableSuggest reasons for the option being bestThe future outcome of the option being advisedExpectations being met through the suggested strategy

Negotiation

Negotiation can be on one of these pointsPrice being chargedDelivery scheduleTerm of the projectDeliverables of the project

Negotiation should be win-win so as to make the client happy and pave the way for future contracts

Keeping in mind the European part of the context, the negotiations should focus on tactfully and logically countering the arguments raised by 2-M panel

Closing

Trial close should focus on asking for any major objections

Account depending on the way negotiations progressedSummary of benefits closing

List out the possible benefits from the suggested strategyList out the financial outcome from the suggested strategylist out the targets being met with the strategyHighlight the role of selling strategy in the firm’s overall

strategyClosing should be either based on summary-of-benefits or T-

account approach

Thank You