Trucker’s connection is considered a free magazine designed for truck drivers and offers significant data regarding the security, employment and company operations. The magazine is situated in close to 3,250 locations across the country including gas stations, truck services shops, motels and fuel stops that typically deal with truckers (Castleberry, 2011). Megan is an employee for the Trucker’s Connection business and is interested in advertising Super 8 in the spread. Super 8 is well-known for its diligent services including their affordable motels initiated with equipment such as high-speed internet connection, and continental breakfast services. If I were Megan Maxwell, I would typically contact Super 8 with the use of minimum call agenda in which I officially introduce myself to the buyer with the primary aim of acknowledging my business card together with an illustration copy of the Trucker’s Connection. This is significant as it allows Super 8 to evaluate the magazine and adequately understand the contents.
There is also the need to develop the main call agenda that enables the buyer to go through the three sample Trucker’s Connection magazines and later arrange for a meeting for further discussions on the possibility of advertising. It is also essential to incorporate the optimistic call objective as it enables the buyer to consider putting a half-page advertisement (Castleberry, 2011). When the first call is accomplished, the next follow-up calls will typically rely on how the first call proceeded, and if it turns out positive, I would still call and propose to the buyer to put a quarter-page advertisement in the magazine for a lower rate with the aim of trial purposes. Again, I would call for the third time suggesting for the client to acknowledge and put a full-page advertisement at the regular price. Finally, I would consider talking to the customer with the aim of finding out if the ad has fully functioned then later put five more announcements over the next 12 months.
Information to have before First Meeting
As a seller, it is essential to gather some critical information regarding a buyer before the actual meeting is initiated or accomplished as this allows for proper preparation. In the case study, the first significant things to know about a buyer are the official names and how it is correctly pronounced. Some buyer typically prefers conducting all their transactions with a well-known seller; hence, it is still active for one to acknowledge their buyer’s names (Castleberry, 2011). Data about buyer’s social style is also essential, their attitudes towards other individuals, seller’s company and products. Additional information includes whether the buyer has been engaged in any particular operations that one can relate or have some opinion about. These data can be obtained through evaluating the Super 8 current purchasing activities, the individuals associated with the buying, the regulations, and steps involved in the purchasing process. This information can also be obtained from other buyers and secretaries together with executives within the motel.
Evaluation 2: AirCharter
Open and Closed Questions
Air charter is a company founded in 1985 and has since then provided charter flights with a big array of clients that includes business travelers on a global scale (Castleberry, 2011). This has been made effective through the use of online booking mechanism where travelers can acquire positive quotes and book both global and domestic flights. The industry is also known for its excellent service provision to their clients including the gourmet meals, entertainment while in the air, and other luxury services. Felix Aleynykov is a salesperson within the industry who is interested in meeting with AFL-CIO who is well-known for flying their managerial officer and council across the nation. On the other hand, Abel Espinosa is a procurement officer at AFL-CIO and therefore, to meet their wants, the following questions are appropriate; (closed) have you ever operated a charter air service before? (closed) has it ever came across your mind to use a charter service? (open) Are there any problems in getting last minute flights?
This is one of the most popular selling systems that give reps a research-backed scheme for operating and closing vital deals with extended sales procedures. Therefore, the following are some of the SPIN questions effective in evaluating Abel’s needs.
S- Situation: How regular do you fly on a monthly basis?
P- Problem: What happens if you cannot access a flight due to overbooking?
I- Implication: What are some of the end results of not getting a commercial flight when attending important meetings?
N- Need-Payoff: If I can discover a method that will ensure that the AFL-CIO never misses another meeting as a results of commercial flights getting booked, would you be interested?
Castleberry, Stephen Bryon., John F. Tanner, and Barton A. Weitz.Selling: Building Partnerships. New York: McGraw-Hill/Irwin, 2011. Print.