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8040

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Business

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Apr 3, 2024

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Uploaded by rajivsolanki61

BUSS8040 [1] CONESTOGA COLLEGE BUSINESS DEVELOPMENT AND SALES Xerox Managed Print Services Proposal for JC Bulmer Inc. Professional Selling By Khushi Solanki & Jaspreet Kaler

BUSS8040 [2] INTRODUCTION This presentation outlines how Xerox Managed Print Services (MPS) can revolutionize printing for JC Bulmer Inc. We'll delve into the key features of our MPS program, highlighting the tangible benefits they deliver. Through a series of FAB statements (Feature, Advantage, Benefit), we'll demonstrate how MPS can: • Reduce costs and simplify budgeting with predictable monthly billing. • Enhance productivity and minimize downtime with reliable, advanced Xerox printers. • Promote environmental responsibility through energy-efficient technology and responsible recycling programs. 3 FAB Statements: - 1. Feature: Managed Print Services (MPS) with flat-rate billing. - Advantage: Predictable monthly costs and simplified invoicing process. -Benefit : Helps JC Bulmer Inc. manage and forecast their budget more effectively, reducing financial surprises related to printing costs. 2. Feature: Advanced multifunction Xerox printers. - Benefit: These printers print at an excellent quality while using less energy. Benefit: JC Bulmer Inc. can save energy expenses and their environmental impact while maintaining its high document quality standard. 3. Feature: Proactive maintenance and remote monitoring services. - Advantage: Minimizes downtime and speeds up issue resolution. - Benefit: Increases productivity and efficiency by ensuring that printing resources are always available when needed, allowing JC Bulmer Inc. to focus on their core business activities.

BUSS8040 [3] 2 SPIN Needs Analysis Question Sequences:- 1. Situation: How often do you currently experience printer downtime or maintenance issues? Problem: How does this downtime affect your business operations and productivity? Implication: Could these disruptions be contributing to increased operational costs or missed opportunities? Need-payoff: If we could reduce these disruptions and provide more reliable printing services, how would that impact your business operations? 2. Situation: Can you describe your current process for managing printing supplies and maintenance? Problem: Do you find this process to be time-consuming or inefficient? Implication : How does the current process affect your overall operational efficiency and environmental goals? Need-payoff: Would a solution that automates supply replenishment and maintenance while also being environmentally friendly be valuable to your organization? 2 Possible Closing Scripted Statements: - 1. Based on our discussion and the solutions we've outlined that address your needs for cost efficiency, environmental sustainability, and operational productivity, can we proceed with implementing our Managed Print Services to start realizing these benefits for JC Bulmer Inc.?

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BUSS8040 [4] 2. Considering the advantages we've explored today, including significant cost savings, environmental improvements, and enhanced productivity, shall we move forward with the plan to integrate our Managed Print Services into your operations and set the foundation for a long-term partnership? 3. Given our discussions today on how Xerox's Managed Print Services can directly address your key concerns of reducing costs, enhancing productivity, and achieving environmental targets, are we ready to schedule the next steps in deploying this solution to begin realizing these improvements in your operations? 3 Possible Objections and Responses 1. Objection : "We're concerned about the initial cost of switching to a new MPS." - Response: "I understand the concern about upfront costs. However, our analysis shows that the long-term savings and efficiency gains will offset the initial investment, resulting in net savings and improved operational capacity for JC Bulmer Inc." 2 . Objection : How can we be sure that the new equipment will be reliable and meet our needs? - Response: Xerox is renowned for the dependability and functionality of its machinery. We can offer references and case studies from comparable companies that have had notable advancements. Additionally, our proactive maintenance will guarantee the seamless operation of your business. 3. Objection : We're worried about the environmental impact of new printers. -Reaction: We created our printers with sustainability in mind, focusing on waste reduction and energy efficiency. Additionally, we offer an effective cartridge and

BUSS8040 [5] part recycling program that supports your efforts to lower your carbon footprint and obtain ISO 14001 certification.

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