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s dialogue Brenda might employ to use as an example and an anecdote to communi y of NCC copiers to the office manager. e able to demonstrate a copier during this sales call. So, describe the types of sales o show the buyer an NCC copier with the exact features desired. best use statistics and testimonials to support the excellent service provided by NC ific job in her sales call with the office manager. He is interested in NCC copiers and meeting for Brenda with the five attorneys and the office personnel. Discuss the ma ould do during her sales call to this group.

s dialogue Brenda might employ to use as an example and an anecdote to communi y of NCC copiers to the office manager. e able to demonstrate a copier during this sales call. So, describe the types of sales o show the buyer an NCC copier with the exact features desired. best use statistics and testimonials to support the excellent service provided by NC ific job in her sales call with the office manager. He is interested in NCC copiers and meeting for Brenda with the five attorneys and the office personnel. Discuss the ma ould do during her sales call to this group.

Principles Of Marketing
Principles Of Marketing
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
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**Up for the Challenge** Brenda has a meeting today with the office manager of a law firm with five attorneys and one main office. During their initial telephone conversation, the office manager indicated that the firm was reasonably satisfied with their current copiers, but that he was always looking for features that were not realized. The office manager was concerned that the firm was paying for many copier features that were not really used; the ones that were needed to collate and staple them. There was little need for the dependable because the law firm made many copies each day. When the copier did break down, fast service was needed to get it repaired as soon as possible. The office manager had some familiarity with NCC products and was eager to talk to Brenda. However, he made it clear that Brenda also meet with the productivity at the personnel to get their approval. If Brenda convinced her that NCC copiers would increase office productivity at the law firm, he would be glad to set up a meeting for her with the attorneys and office personnel. Brenda is excited about this opportunity. She knows that NCC copiers are very dependable and that NCC provides 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. Use her meeting with the law firm as an example and an anecdote to communicate the dependability of NCC copiers to the office manager. 2. Brenda will not be showing the buyer an NCC copier during this sales call. So, describe the types of sales aids she should use to show the office manager. He is interested in NCC copiers and wants to vividly demonstrate with the exact features desired. 3. How can Brenda effectively use statistics and testimonials to support the excellent service provided by NCC? 4. Brenda made an appointment for Brenda with the office manager. He asked her to describe the major features, and testimonials to support the features of NCC copiers she hopes to convince the attorneys and office personnel. Discuss the major anticipated meeting for the firm to explain the expected productivity.
Transcribed Image Text:**Up for the Challenge** Brenda has a meeting today with the office manager of a law firm with five attorneys and one main office. During their initial telephone conversation, the office manager indicated that the firm was reasonably satisfied with their current copiers, but that he was always looking for features that were not realized. The office manager was concerned that the firm was paying for many copier features that were not really used; the ones that were needed to collate and staple them. There was little need for the dependable because the law firm made many copies each day. When the copier did break down, fast service was needed to get it repaired as soon as possible. The office manager had some familiarity with NCC products and was eager to talk to Brenda. However, he made it clear that Brenda also meet with the productivity at the personnel to get their approval. If Brenda convinced her that NCC copiers would increase office productivity at the law firm, he would be glad to set up a meeting for her with the attorneys and office personnel. Brenda is excited about this opportunity. She knows that NCC copiers are very dependable and that NCC provides 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. Use her meeting with the law firm as an example and an anecdote to communicate the dependability of NCC copiers to the office manager. 2. Brenda will not be showing the buyer an NCC copier during this sales call. So, describe the types of sales aids she should use to show the office manager. He is interested in NCC copiers and wants to vividly demonstrate with the exact features desired. 3. How can Brenda effectively use statistics and testimonials to support the excellent service provided by NCC? 4. Brenda made an appointment for Brenda with the office manager. He asked her to describe the major features, and testimonials to support the features of NCC copiers she hopes to convince the attorneys and office personnel. Discuss the major anticipated meeting for the firm to explain the expected productivity.
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