BUSINESS CONTACT
Company Name: LG Electronics | Product Name: Internet refrigerator (IR) |
Presentation Objectives:
To Individual and/or personal group.
Create interest in product by communicating the technological advances in both the functional product design and the interactive features.
Further interest by demonstrating how the integration of technologies is useful, practical and efficient.
Explain the exceptional warranty and provide customer with a brief, or lengthy, history of the
Typical Sales Cycle:
A refrigerator is considered a necessity and is therefore shopped when the need arises, often making the sale ASAP; however, there are those individual circumstances when the prospect just wants a change or some other reason which would make the time period more lengthy.
Social Contact Methods:
After the professional and knowledgeable sales staff has determined, through communication and dialog, that the IR is one of interest to the prospect, the salesperson can mention the fact the IR has obtained the Good Housekeeping Seal of Approval. This achievement is a recognition of quality, reliability and durability.
Another conversational piece could be the fact that Chef Bobby Flay has teamed up with LG in order to show how innovation in the kitchen can improve daily living.
Business Contact Methods:
The transitional path from social contact to business contact must be supported positively from both an objective and subjective point of view in order to enhance and strengthen the sellers position.
| Method of Approach | What Will You Say? |
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| 1. Product Demonstration |
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| Interactive features | “As you can see, the front panel contains the touch |
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| screen where, with just a touch of the finger, the |
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| capabilities come alive” |
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| Storage | “If you open the door and look closely you will see that |
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| the shelves all have ample storage capacity” |
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| User friendly O/S | “The operating system of the unit’s interactive feature is |
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| Microsoft Windows” |
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| 2. Customer Benefit |
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| Refrigerator and communications center | “This IR will not only keep your food cooled at the desired |
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| temperature, but will also act as an operations center for |
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| the entire family” |
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| Ease of access | “The 3 large sliding shelves will make it easy for the |
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| smallest member of the family to access the items |
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| without taking other items out” |
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| All in one | “You will no longer have multiple units on the countertops |
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| taking up space, instead your TV, computer, radio and |
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| other beneficial features will be built into the unit” |
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