ROLE PLAY - APPROACH AND NEEDS

Photocopier

Overview

You are a salesperson employed at Precision Photocopiers, a factory and warehouse operation specializing in digital photocopiers and fax machines.

Precision manufactures and services 2 types of photocopiers. Digital copiers offer the economy of a high speed copier with the quality of digital laser technology. With a host of innovative features and accessories, digital copiers provide high quality copies and can even be tied into your network with optional networking kits.

Precision prides itself in offering the most cost effective and solid performance low-end model of photocopier Jenny 1 -200 as well as the premium 'state of the art' high-end award winning Jenny 2 - 600 model.

You are extremely excited about presenting all of the features and benefits of the two models to buyers in industrial and commercial businesses.

Product Fact Sheet

Product

Market

All businesses, large and small, that require photocopying of documents.

The Product Line

Models

The Jenny 1- 200 and Jenny 2 - Document Centre 600 are the Number One Digital Copiers in the market today. They raise copying to a new level of quality and productivity. Copies look better with digitally enhanced text, graphics and photo mode.

Jenny 1 - 200

The Jenny 1 - 200 is designed to grow with your needs. Optional services can be added on-site. A high capacity feeder expands paper capacity.

Its digital technology streamlines the document imaging process, providing greatly enhanced image quality, and maximum reliability.

Its modular design allows the Jenny 1 - 200 to grow with your business and its needs.

Jenny 2 - Document Centre 600is a high-powered hub for information travel ---printing, copying, scanning and faxing when you need it, where you need it - including online. It's a workhorse performer that delivers up to 150 ppm, with superior image quality and powerful finishing options.

It also features an embedded web-server and its own URL... anywhere in the world, if you can get onto the Web, you have full access to the capabilities of theJenny 2 Document Centre 600.For print-for-pay and corporate central reprographic departments this is the breakthrough solution that can make your print/copy/scan production more cost-efficient.

Jenny 200

Product FeaturesBenefits

Digital technologyenhanced image quality

24 hour service supportworry-free use

1 year full warrantycost savings

Modular designability to upgrade to meet needs

Fewer moving partsmore reliable

Recyclable partsenvironmentally friendly

Size -101 cm x 74 cm x 110 cmfits into small areas

Weight 250 lbs.easy to relocate

Copy speed - 30 pages per minutereliable and efficient

Throughput all paper weights

including envelopes and

transparenciesflexibility in usage

zoom reduction/enlargement

25 - 400 % -25% incrementsability to change size of document

paper trays - 2can have different sizes at same time

ozone emissions <.02 PPMenvironmentally friendly

Jenny 2 Document Centre 600

Product FeaturesBenefits

Print Technology Lasersuperior quality of image

24 hour service supportall jobs will be completed on time

2 year full warrantycost savings

Fewer moving and longer

lasting partsmore reliable over the long term

Weight -663 lbs.solid construction

Measurements

202 cm x 148 cm x 220 cmmore features available

Copy speed

150 pages per minuteideal for large print jobs

Originals

up to 100 originals at a timetime savings

Maximum monthly volume

300,000will perform to high levels of demand

zoom reduction/enlargement

25 - 400 % in 1% incrementscomplete flexibility in sizing of print

paper trays- 4allows for multiple paper sizes

Criss-Cross Sorting:produces collated sets that won't jog

together for easy handling or shipping.

Awards and ReviewsEditors Choice Award

Assignment

1) Read through the exercise and become familiar with the Precision Photocopiers product line. You need not memorize the specific details, just be familiar with the two main products.

2) ChooseONEof the following options, who will be your customer for you to prepare for. You will prepare for a meeting with the customer. You must prepare how you will open the meeting effectively and ask sufficient questions to gain the interest of the customer and gather information to know which solution you will recommend.

Your goal should be submitting comments and questions to gain further information about the customer, their business, how they currently conduct their photocopying requirements, and also to get them interested in a photocopying solution from you.

DO NOTtry to sell the customer anything at this point. This is a first meeting only to get to know the customer and get information so you can ultimately make a recommendation.

3) Submit your comments and questions on a word document on Schoology by the due date. Note I (Bill) will play your customer and following your submission will provide my responses to you, but only in the manner that they are asked. For example, should you ask a closed-ended question, I will respond with one word. If you ask me good questions I will provide much more information. You will need this information to provide a recommendation for Part B of this assignment which will be given to you next week,

Option 1: Acme Printing

You are calling on the owner of ABC Printing that operates a 24 hours a day every day print business.

In the process of prospecting you set up an appointment to discuss the photocopying needs of this individual.

She did not express any immediate need for your product, however, was willing to take a few minutes to meet with you.

As you enter her office you notice her 2 laptop computers and a number of reports on her desk.

Your sales objective for this call is to uncover a need and to get a commitment for a 'hands on' demonstration of Jenny series.

Option 2: Acme Clothing store

You are calling on a small clothing store that has just opened for business.

In the brief telephone discussion with the owner you found out that he was not ready to purchase a photocopier. He was willing to meet with you even though he did not perceive a need at this time.

As you arrive you see clothing and unopened boxes everywhere. There are a few prints hung on the walls. The buyer is looking somewhat disorganized and wearing clothing that looks like he slept in it.

Your sales objective for this call is to uncover a need and to get a commitment for a 'hands on' demonstration of Jenny series.

Option 3: Little Tots Daycare

You are calling on Lisa the owner of Little Tots Daycare Centre. While discussing Lisa's business you have discovered that In the past 2 years business has grown substantially.

As a result of expansion Lisa has a new office. As you enter this office you notice that it is decorated with photos of her family and many of the special children who attended her daycare.

Lisa has been sending her photocopy needs to the local print shop. She has no complaints regarding their service.

Even though Lisa did not see a need to purchase a photocopier she was willing to meet with you to discuss your models.

Your sales objective for this call is to uncover a need and to get a commitment for a 'hands on' demonstration of Jenny series.

Option 4: Vandalay Financial Services

You are calling on the newly appointed manager of a large financial investment institution. You noticed the announcement in the local paper and called to congratulate her. During the conversation you mentioned that she might need photocopiers, as the office is about 10 years old.

She informed you that she did not have a need at this time but was willing to give you a few minutes to discuss your models.

As you enter her office you notice photos of her racing a large sailboat and stepping out of the pilot side of a small airplane.

Even though she expressed no real interest or need for photocopiers you are being given a few minutes to discuss the possibility.

Your sales objective for this call is to uncover a need and to get a commitment for a 'hands on' demonstration of Jenny series.