Overview/Description
You are a regional account representative with DME Corporation, a national direct marketing firm, which has recently opened its Fulfillment Services Division. You are charged with selling this service and have identified a potential prospect. In this simulation, the second of three in this series, you have gained access to the buying influences at MicroGalaxy, an electronic component supply company, which is evaluating the possibility of outsourcing its fulfillment function. However, because of their strong emphasis on customer service and turnaround times, they are being very cautious as they evaluate a solution. Your goal is to convince them that outsourcing is the best option and that DME should be a preferred supplier. Your ultimate goal is to gain access to the economic buying influence and to enter the negotiation phase. Your effort includes face-to-face meetings, thorough research, and preparation culminating in a key presentation to the major decision-makers within MicroGalaxy. You will also practice how to handle Thinker, Feeler, Perceiver, and Judger personality types as you approach the commercial and technical buying influences.
This simulation is based on the series "Selling at the Executive Level" and contains links to the following SkillSoft courses: SALE0222, SALE0223, and SALE0224.
Target Audience
Salespeople who are tasked with selling at an executive level and who are currently involved with obtaining major accounts. Also, those sales people wanting to move up into executive-level sales roles, and any sales managers with responsibility for coaching existing, newly-promoted or recently appointed, executive-level sales people.