Evaluate Annette performance during her first meeting with the couple from out of town?

CASE PROBLEM Annette Peterson is a real estate salesperson for Modern Homes, Incorporated. A young couple, John and Beth Reems, was referred to Annette by the sales manager. John and Beth are being transferred into the city due to John's job as manager of a local men's clothing store. Beth had been a computer systems analyst in a department store and will be looking for a similar position after the move. Annette had no opportunity to visit with John and Beth until they arrived in the city today. The sales manager set up an appointment for them to meet at the office at 1:00 P.M. After their arrival the following sales presentation occurred: Annette: Good afternoon, Mr. and Mrs. Reems. My name is Annette Peterson. John: Good afternoon. I am John Reems and this is my wife, Beth. Beth: Good afternoon, Mrs. Peterson, we were looking forward to meeting you. Annette: Please call me Annette. And how was your flight? John: Oh, we had a lovely flight and got a wonderful view of the city as we circled for landing Beth: I enjoyed the flight also, and am looking forward to seeing the city and driving around to view the homes for sale. Our flight back leaves at 8:30 P.M. So we are not going to have a lot of time. Our looking is going to have to move rather quickly. Annette: My sales manager told me you would have a limited time, so I've prepared an agenda for us to follow this afternoon. I have four homes that I selected from our comput- erized database. I picked up the keys for all four of them so we can drive out and take a look. Before we get going, though, I would like to show you cach home and tell you a lit- tle about it. With the aid of my laptop computer I can show you interior and exterior pic- tures of each bome. John and Beth: Oh! Annette: Here is the first one. It is priced at $146,000, has 2,000 square feet, and is a two- story. This house has two bathrooms and is located on a 65 by 135 foot lot. It was built in 1975 and has Andersen windows. John and Beth: Uh-buh! (Beth looks for a pencil in her purse.) Chapter 10 Creating the Consultative Sales Presentation Annette: Now here is a picture of the second house. I do not like this coe as well as the first, but I thought maybe you would like to see it. This bome was built in 1987 and is priced at $140.000. The taxes ato 53.000 a year. It has 1.600 square feet and has U.S. Steel siting on it. It also has an attacked 22 by 24 foot garage. The lot is 80 by 140 feet. It is a ninch-style home. John and Beth: We do like randb-style homes. Annette: This picture is the thirt home that I chose. I really like this one. It is a split-level. priced at $138.900. The taxes and oh, I'm sorry, the taxes do not seems to be listed for this obe. I am sure we can find out what they are, however, if you are interested John: Well, we really are not interested in split-level bones. There are too many stairs to timb. By the way, how far are iese homes from the store Annette: Well, most customers I have worked with do not concern themselves with how far, but rather how long it will take them to get to work. You will find that the city has an atcellent system of streets with rapid uncongested traveling. The homes I am going to show you are all located in a subrb called Arbor Oaks. It would take you about 20 minutes to get from there to your store, John: I see. (Johan looks at his witch to see what time it is.) Annette: Here is the fourth hord I picked out (showing pictures of the fourth home). This dot is also a two-story and has 24 by 24 foot garage. The price is $139,000 and it has aa assumable mortgage of $80,506 with a 10 percent loan. The bome is located on a cul-de- ac, with a 90 by 160 foot lot. I went through this house last week and remember that it has nak wainscoting in the family room and also vinyl siding It has a high-efficiency furnace, air conditioner, and Maytag appliances Questions 1. Describe what you think bn and Beth's impressions are of Ametse 2. Evaluate the strengths of Apnene Peterson's presentation strategy 3. Evaluate the weaknesses this presentation strategy 4. Assume you are the realitate salesperson in this case problem, then write out an outline that you would follow in giving your sales presentation 5. Assuming that Annette Peterson follows the same pattern in the demonstration and close that she already has established in the presentation thus far, is she likely to close the sale? Wby or wity not? 6. Select five features brought out by Annette and convert them to buyer benefits. Use the forms presented in Chapter 5 (Tables 5.1 and 52) CRM CASE STUDY Planning Presentations Becky Kemley, your sales manager at SimNet Systems, wants to meet with you this after no to discuss the status of your accounts. It is common for prospects to have several con- tacts with SimNet before ordering a network system. These multicall contacts, or sales cle phases, usually include ferting acquainted and prequalifying, needs discovery, pro- posal presentation, closing, and account maintenance. Becky wants to know what phase tach account is in and, particularly, which accounts may be ready for a presentation ACT Questions 1. Which five accounts already have had a needs discovery? Which two accounts are scheduled for a needs discovery? Which six accounts are likely to buy but have not yet had a needs discovery