PiC@SA

Take your PiC @ SA’s best

laptop outlet…
 Target Market
 Target market
 Corporate companies.
 Schools and Universities.
 Wholesalers.
 Cater for consumers with the need for:
 Cuttingedge technology.
 Improving daily life.
 Making it simpler, safer and more comfortable.
 Objectives of sales presentation
 To inform the client about our products’ features,
advantages and benefits.
 Educate the client about our environmentally friendly
and economical packaging.
 Prospecting and Communicating
the sales message
 Prospecting
 Trade shows: displays and demonstrations.
 Networking.
 Visiting the websites of potential clients.
 Corporate events and conferences.
 Communicating the sales message
 The need satisfaction presentation strategy.
 Identify customers needs
 Ask questions
 Active listening
 SPIN selling technique
 Apply our knowledge to customers needs
 Sell FAB
 PiC@SA’s cumulative knowledge
 Satisfy customer needs
 Customer agreement
 Minimize change
 Establish relationship
 Handout a compact disc to each of our potential clients.
Negotiate and Closing the sale
 Negotiating
 Win-win ideology
 Negotiation strategies
 Questions
 Direct denial

 Compensating for deficiencies

 Trial offer

 Closing the sale and follow-up

 Summery of benefit closing method
 Do not wait for complaints to follow up
 Personal visits
Features, Advantages and Benefits
 Features
 High-performance, Intel processor–based platform
 Rapid and smooth delivery process
 On-site South-African repair network
 Personal and free installation by experts
 Advantages
 Built-in reliability, PiC@SA quality
 Simplified hardware development
 Reduce service costs and saves time
 Benefits
 Get equipment faster
 System runs better
 Convenience and accessibility
 No hassle
 Value proposition
 A two-year contract consists of the
following value propositions:
 Sixmonths warrantee on all products.
 Free installations.
 20% discount for every 100 laptops ordered.
 Maintenance and Repair.
 Renewal of contract allows hardware and
software upgrades at discount prices
 Specifications of product
 Memory: Between 1024MB and 2048MB depending on
laptop
 Hard-drive: Between 120GB and 250GB depending on
laptop
 Wide crystal display
 Optical Drive: DVD-RW
 Built-in web cam with dual digital array microphone
 Microsoft®  Windows Vista Home Premium
 Adobe Elements Studio
 TV Tuner (combination analogue/digital)
 Mobile broadband
Products and price range
 General information
 Contact Details
 Phone number: (011) 458
6983
 Fax number: (011) 458 6984
 Web page: PiC@SA.co.za
 Email: pic@sa.office.co.za

 Location
 Sunninghill office park,
Block 7,
South Africa
 Reference
 www.dell.com (Accessed: 11/08/2008)
 www.alibaba.com (Accessed: 11/08/2008)
 www.hp.com (Accessed: 11/08/2008)
 www.laptop007.com (Accessed: 11/08/2008)
 www.toshiba.com (Accessed: 11/08/2008)
 Johnston, M.W. and Marshall, G.W. (2008).
Relationship Selling second edition.
McGraw-Hill Irwin