Overview/Description
You are a regional account representative with DME Corporation, a national direct mail service provider. Your company has recently made a large investment toward the goal of becoming a "one-stop" shop with its new Fulfillment Division. You are charged with selling the new fulfillment service to your existing client base, as well as prospecting for new accounts.
As you begin preparing to sell the new service, you discover that one of your clients, MicroGalaxy, is having trouble fulfilling orders due to the growth of their electronic component supply business. They currently use your company for their direct marketing efforts. You talk with your contact in marketing and find out that the company is hesitant to outsource their fulfillment function. Because they place such a high emphasis on customer service and fast turnaround times, they want to keep hands-on control of the operation. They are being very cautious as they look for a solution. Using the three roles of the salesperson (ambassador, consultant, and persuader) you must gather information, identify MicroGalaxy's needs, identify the influencers in the company, and gain access to them through the gatekeeper--your contact, Yvonne.
This simulation has 3 scenarios and focuses on the preparatory phases of the executive-level sale. Your goal is to make sure your company is consulted in the early stages of MicroGalaxy's research. The negotiation process and techniques for nurturing major accounts will be covered in-depth in a separate simulation.
This simulation is based on the following SkillSoft courses: SALE0221, SALE 0222 and SALE0223.
Target Audience
Those sales people wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly promoted or recently appointed executive-level sales people