Chapter 7 SELL 6th edition
OFFICE FURNITURE COMPANY BACKGROUND the Office Furnture Compary specializes in providing customers with office furmture solutions that are customiled and designed to addess product onty and aesthetic needs It sets office furnture from the leviding munufacturess, bur centes value by andyzing the specific needk of each customer and theo developing a custornized design so meet these needs. There ase severa cornpetitors in the office: fuminire industry but most of them focur on 10 w prices Customers usually puy more for an Offoe Furniture Company solution but recrive more value in rems of increased productwry and business effectheness. CURRENT SITUATION Naser 8 Asiocutes is a snal, but growng, accounting firm. The company plant to add moee offece saff and to increase the number of as accountants, This planned gowth neass that the firm wit tuve to fod now office space because if wit have outgrown its cuternt locason. Because it plans continued growth in the future it is looking for a new office that wil accornmodate currers and future growh objectives Roser \& Assoctatesaso wants to purchase new and bettet furnifure for as new office You ale a sales nepretentative for the Ofice Fumiture Company and have been meetong with parthet, Frank Nabet, as wet as accountants and staff at Nesiso \& Assocites. Based on these meetings you hive identilied the folowing office fumiture needs: 1. Naser \&Assocines tas typicalymet mith ciens as ther offices it would ike to twe most clent meetings in the future at its new olike. This means they deare furriture for theie metingi that facil tates theie metimg ind 2. Their curnert office furnitue did not provide much socage for accouctants or staft. Thus important documents wete stoved at the end of a long halwoy. Employees wasted a fot of tine trying to retrieve imporant documents. Thus, they desire furniture that provides more storage for each emplogee. 3. Techooby schanging at a racad poce vo fumaue that can be esily adsoted to rew technologes is very importsu. 4. As Naser \& Associates continues to grow, it will probably tave fo reorganise itself and is likely to netd to adapt the physicat office to different arganizational arrangements. Ofilce fumiture that is acaptabie to diferent configurations is important. rou hure creabed an office equipment design for Naser \&. Associates that addresses each of the swes presented above and are prepuing for a meeting with the partne, Frank Naises, the office mansger, and a representative for the frms accountints, You know that a competitor has alieady made a presertation to the care group and thes offer witf cost fess than what you wil be able to charge. QUESTIONS 1. How willyou ty overcorning the lawer pece ofler by a competitot? 2. What specific value can you offer Naiser \& Associates? 3. How can you most eflectively communcase the value of your proposed office equiament design? 4. What sales aids and pioct provides could you use to moke your piserrition more engaging and effective? ROLE PLAY Situation: Plead the Office Equament Combany case Characters: Frank Naises, par thet, Jennfer Hammin affice manager, kessica Attaway, accourtant sepresertative Scene: Location - Curient Naser \& Aswociates offec perion in the metiog and to ncorporite sates ads uppoponately. Aher compieting the role plopis addess the following queitions 1. How would you evalute the role play in teers of intesting undestand ble, and engaging sales dalogue? What impiovemens would you recaminend] 2. How wel ad you molve eich person in the meting? What impiovements woula you recornmend? 3. Evalcate the effectiveness of each sales aid used? What improvements in the use of sales aids would you necommend? 168
