Question
Refer to the case Form Print Ortho 500 and answer the following questions: Develop a sales strategy (target market, value proposition, lead generation and relationship
Refer to the case Form Print Ortho 500 and answer the following questions:
Develop a sales strategy (target market, value proposition, lead generation and relationship management), sales script (in bullet points or in form of a sketch that can be provided to sales reps) and a selling process (basic stages and points to be covered) for sale of the Ortho 500 product to outpatient practitioners and administrators. In developing the sales script note that the following are two commonly cited objections faced by sales reps in this market. It would be helpful to have sales reps prepared to deal with the objections (10 points).
Customer objection 1: The average customer charge for a 3D printed brace/support is around only $175 and only about 3% of our patients need such a service. Considering that the price of the 3D printer (Ortho 500) is $68,000, it would be difficult to afford such a system. Customer objection 2: An Ashokal sales rep carried out demonstration for their 3D printer. As per them, they are the leaders in the market and are known for their products reliability and performance. We are thinking of purchasing their product.
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