Seat #: I306

Name: Kayla Schneider

RSS HW 13 – Field Experience

50 points
Date of Call: November 1, 2016

Time and Location of call: 9:30 a.m. at Jacobi Sales, Inc.

In Attendance: Salesperson Name: Mark Bartman Salesperson’s Company: Jacobi Sales, Inc.

Address: 415 Steven’s Way, Salesperson’s Title: Sales Manager

Seymour, IN 47220 Salesperson’s Email: markbartman@jacobisales.com

Phone: 812-523-5050

Customer’s Name: Tyler Nicholson Customer’s Company: Self-employed

Customer’s Title: Farmer

Student: Kayla Schneider

Call Objective:

The objective was to inform the customer, Tyler, that his desired piece of equipment was found with all the
important needs he mentioned.

Information uncovered during the call (Questions asked):

From my perspective, I observed my salesperson had initiated the conversation by small talk, “How are you doing?
How have things been?” This allowed the customer to relax and continue to grow their relationship. During the
product discussion, I noticed the customer did not question the features but rather agreed and was satisfied with
what the product had to offer.

Value Presented/ Discussed during the call:

The tangible values discussed during the call involved, the product features such as heat and air installed, miles
driven, hours operated, and location of product. The intangible values that were noted included a follow up call for
more information, price negotiation, and “thanks” for following through with the product search.

Customer concerns:

Tyler, the customer, had one major concern throughout the entire call, regarding the price of the equipment.
Pricing questions being influenced by miles and hours of the equipment along with differences between similar
products.

Agreed upon next steps:

My salesperson had closed the call with a direct close by simply asking the customer, Tyler, whether he was
interested in the product. This approach seemed appropriate for the situation having this not been the first sales
call with the customer.
Summary of the day:

Myself, my salesperson, and the customer all met at Jacobi Sales, Inc at 9:30 a.m. Throughout the entire
interaction, about 35 minutes was invested in the sales call. During the 3.5-hour interaction with Mark, I had the
privilege to watch three different sales call interactions. The most important difference I encountered was each
customer has a different decision making process, some customers are more eager to decide right then and there,
where as other customers may take a longer process before coming to a purchase decision. When no customers
were present, my salesperson and I had discussed the agricultural equipment industry, position openings,
strengths and weaknesses, and the noticeable differences in sales calls. Yes, I had thanked Mark for allowing
myself to have the experience to work alongside him for a day to observe the sales industry in regards to farm
equipment.

This picture shows Jacobi Sales, Inc. storefront. Jacobi Sales, Inc. is a medium sized operation with the main offices
and smaller pieces of equipment located inside the main building shown in the picture. To the right of the main
building, is another large building primarily focused on space for repairs. Around the store and repair buildings, is a
display of all the farm equipment, which was not included in the photo.

Above is a photo of my salesperson, Mark Bartman, and I standing in front of the Case IH Jacobi Sales, Inc.
company sign.

The last photo shows my salesperson, Mark Bartman, in front of the company’s five main suppliers displayed on
the repair building. The five suppliers include Yanmar, Kubota, Kinze, Cub Cadet, and Kawaski.