#2 **Text Transcription for Educational Website**---**Understanding Customer Needs and Product Testimonials**Brenda has a meeting today with the office manager from the law firm Abercrombie and Wilson (A&W). A&W has been a valued client for several years, and although they have been satisfied with their current copiers, the firm was looking for more reliable and efficient replacement options. The office manager has some familiarity with NCC products and was eager to talk to Brenda. However, he made it clear that a decision to switch to NCC copiers would only happen if Branda also meets with the attorneys and office personnel. The managing attorney was especially satisfied with the dependability of NCC copiers. Brenda is excited about this opportunity. She knows that NCC copiers are very dependable and that NCC provides exceptional support. Therefore, she can also offer the law firm a copier with the specific features A&W desires.**QUESTIONS**1. Prepare the sales dialogue Brenda might employ to use as an example and an anecdote to communicate the dependability of NCC copiers to the office manager.2. Brenda will not be able to demonstrate the copier during this sales call. So, describe the types of sales aids she should use to show the buyer an NCC copier with the exact features desired.3. How can Brenda best use statistics and testimonials to support the excellent service provided by NCC?4. Brenda did a terrific job in her sales call with the office manager. He is interested in NCC copiers and has scheduled a meeting for Brenda with the attorneys and the office personnel. Discuss the major things Brenda should do during her sales call to this group.--- **Sales Dialogue: Creating and Communicating Value****Up for the Challenge**Brenda has a meeting today with the office manager at the law firm Abercrombie and Wilson (A&W). A&W is a local firm with five attorneys and one main office. During an initial telephone conversation, the office manager indicated that the firm was reasonably satisfied with their current copiers, but that he was always looking for ways to increase office productivity. He was a little concerned that the firm was paying for many features in the copiers that were not really used. He also mentioned that the personnel often had to collate and staple them. There was little need for other special features, yet the decision to switch to NCC copiers would need to be acceptable because the law firm made many copies each day. When the copier did break down, fast service was needed to get repaired and operational quickly.Brenda is excited about this opportunity. She knows that with proper dialogue, NCC products can precisely meet A&W's needs and offer exceptional service. She can also offer the law firm a copier with the specific features A&W desires.**Questions**1. Prepare the sales dialogue Brenda might employ to use as an example and an anecdote to communicate the dependability of NCC copiers to the office manager.2. During this sales call, so describe the types of sales aids Brenda will use to demonstrate a copier model with the exact features desired.3. Brenda will not be able to demonstrate a copier during this sales visit, describe the types of sales aids she should use to show the buyer an NCC copier and excellent service provided by NCC.4. Brenda can best use statistics and testimonials to support the excellent service provided by NCC.

Customer is a person who will take part in the exchange with the company. Different customers will…

eeting today with the office manager at the law firm Abercrombie and Wilson (A&W). A&W is a la ve attorneys and one main office. During her initial telephone conversation, the office manager he firm was reasonably satisfied with their current copiers, but that he was always looking for wa e productivity. He also mentioned that he was a little concerned that the firm was paying for ma hat were not really used. The law firm needed to make a lot of legal-sized copies, and be able to e them. There was little need for other "bells and whistles." It was also important that a copier w ause the law firm made many copies each day. When the copier did break down, fast service v repaired as soon as possible. ger had some familiarity with NCC products and was eager to talk to Brenda. However, he mac cision to switch to NCC copiers would require that Brenda also meet with the attorneys and c their approval. If Brenda convinced him that NCC copiers would increase office productivity d be glad to set up a meeting for her with the attorneys and office personnel. about this opportunity. She knows that NCC copiers are very dependable and that NCC pro- ce. She can also offer the law firm a copier with the specific features A&W desires. NS ales dialogue Brenda might employ to use as an example and an anecdote to comm bility of NCC copiers to the office manager. ot be able to demonstrate a copier during this sales call. So, describe the types of sa e to show the buyer an NCC copier with the exact features desired. tics and testimonials to support the excellent service provided b

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ