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    Maybach Group: Team Members

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    Deepak Singh
    The document discusses a case study about a company called SIM Net Systems pursuing a potential new customer. It identifies the account as worth pursuing because the company has spent a lot of time following up and the potential customer currently has no network but requires one for 100 users. The anticipated needs are minimizing work interruptions and hiring experts to set up and access the network. The main challenges would be negotiating price, providing good service, and getting approval from the board of directors. A critical difference between selling printers and network services is that services require more follow up and relationship building while printers are a tangible product.

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    Maybach Group: Team Members

    Uploaded by

    Deepak Singh
    36 views8 pages
    The document discusses a case study about a company called SIM Net Systems pursuing a potential new customer. It identifies the account as worth pursuing because the company has spent a lot of time following up and the potential customer currently has no network but requires one for 100 users. The anticipated needs are minimizing work interruptions and hiring experts to set up and access the network. The main challenges would be negotiating price, providing good service, and getting approval from the board of directors. A critical difference between selling printers and network services is that services require more follow up and relationship building while printers are a tangible product.

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    May Bach

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    The document discusses a case study about a company called SIM Net Systems pursuing a potential new customer. It identifies the account as worth pursuing because the company has spent a lot of time following up and the potential customer currently has no network but requires one for 100 users. The anticipated needs are minimizing work interruptions and hiring experts to set up and access the network. The main challenges would be negotiating price, providing good service, and getting approval from the board of directors. A critical difference between selling printers and network services is that services require more follow up and relationship building while printers are a tangible product.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pptx, pdf, or txt
    36 views8 pages

    Maybach Group: Team Members

    Uploaded by

    Deepak Singh
    The document discusses a case study about a company called SIM Net Systems pursuing a potential new customer. It identifies the account as worth pursuing because the company has spent a lot of time following up and the potential customer currently has no network but requires one for 100 users. The anticipated needs are minimizing work interruptions and hiring experts to set up and access the network. The main challenges would be negotiating price, providing good service, and getting approval from the board of directors. A critical difference between selling printers and network services is that services require more follow up and relationship building while printers are a tangible product.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
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    MAYBACH GROUP

    TEAM MEMBERS: AJAY BANSAL UPASNA SINGH PARUL SINGH CHANDAN SINGH BRIJ MOHAN YADAV RAHUL YADAV

    5/3/12

    COMPANY PROFILE
    Company

    - SIM Net systems Sells network product and services Providing solution for LAN(local area network) WAN(wide area network) VPN(virtual private network Company is called a VAR(value added reseller) Company helps customers maximize the value of the products bought through SIM NET.
    5/3/12

    Yes the account is worth pursuing because company had spend lot of time in follow up not using any network at present Has a big account, having a requirement of 100 user network. Tinas network to Rajiv having a more chance to convert the prospect into customer.

    1) Is this account worth pursuing? Why or Why not?

    5/3/12

    NEEDS: 1) Their main concern is work interruption 2) Presently using no network & have 100 workstation 3) Require experts for accessing network ) CHALLENGES: 1) Negotiation over price 2) To provide better service in order to satisfy them 3) Getting through board of directors

    2) What are the anticipated needs and challenges?

    5/3/12

    3) Identify critical differences in prospecting activities done by a sales executive selling XYZ Printers to that of one selling Simnets network services

    5/3/12

    XYZ PRINTER
    1.Its a core product

    SIMNETs NETWORK SERVICE


    Its a service

    2.Follow up is less

    Follow up is good

    3.No CRM

    Good Database of prospect and have CRM system Appointment need(Need Discovery)

    4.Believes in COLD CALLING

    5.Prospecting the customer on the annual turnover of range Rs.72 lac-28.8 crore

    Prospecting Customer is not based on annual turnover

    6. Target customer was only of South No such geographical restriction region 5/3/12

    Conclusion

    In this case study we learned hoe to Prospect a customer Importance of CRM It has covered all the steps taken up by sales force for follow up.

    5/3/12

    THANK YOU

    Click to edit Master subtitle style

    5/3/12

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