Sales and Distribution Management

Sellers: Saket Rana, Shubham Patil, Shubham Bist

1-Formal opening, greeted everyone

2- Before jumping into product benefits, asked about their current process/operations

3-Then about the problem they are facing and their short and long term goals

4-Expectation from our products

Situational questions

1. Understanding of current operations of the buyers- they explained in detail with their team details
and kind of daily operations that take place

2. Understanding of the long term and short term goals of their business which would better help us
pitch- They explained in detail how they want to scale up and manage costs too which helped us
understand their needs better

3. Understanding of their objectives in automating processes- scale up is possible with automation.

Seller team understood about costs they are looking to manage. Seller team also got to know about
how they are little reluctant in investing extensively on automation based on which we could convey
our benefits later in the call which got them on board.

Problem questions:

The aim was to understand what problems the clients were facing and their reasons behind moving
from a manual system to an automated system and we built our arguments on inputs they were
providing us. For ex, one argument made by the clients to not go with another seller was additional
need of smartphones to run the system, we countered with SaaS to eliminate that argument in our
favour.

1. What problem are you trying to tackle from an automated software?

2. What worries you the most about a shift from a manual to automated software?

Implicit Questions

We tried to probe into the essential goal of the company that is the expansion of the company and
we probed further to identify key points to build our arguments.

1. How would a smooth transition to an automated software assist your company in expansion
plans?
2. What would the technicians think regarding a change in the approach?
3. What are some difficulties you think would arise from an automated software and expansion
happening simultaneously?

Need Pay off Questions

Could not carry this to a great context as because of time constraints and emphasis on problem and
implicit questions. This question was tried to be incorporated during the initial introduction but a
deeper dive was not possible.

Group 4 SEC-B
 Sales and Distribution Management

Buyer team's feedback- Shruti S, Jigar B, Rahul V

1. Sellers had a structured SPIN selling approach which did ease us into the conversation and felt it
was to the point with less hard selling. However, they were not very flexible with their product
offerings. However, they were not able to understand our priority well in the start.

1. Sellers off-took the pitch with their videos on and by asking relevant questions which made the
conversation very engaging for the buyers and they started asking as many questions with
enthusiasm.

2. Sellers aligned their USP of 'ease of use' well with our concern of good on-boarding of our
technicians who are a very integral part of business.

Decision:

We decided to move with the service subject to a smooth onboarding of our technicians through
demonstration.

Group 4 SEC-B