so the instructions are very clear read the question you need to use spin technique.

THE COURSE NAME IS CRM AND SELLING. THIS IS ONE SMALL EXERCISE I PROVIDED THE ASSIGNMENT 3 BUYER PROFILE FOR YOU HELP.

You have identified a customer you want to sell to, and how you can help them (assignment 3 Buyer Profile)

Now for the meeting...

Prepare to ask the customer questions in order to establish the needs - use the S.P.I.N. technique:

Please complete 1 or two questions for each of the four parts of the SPIN:

1.Situation

2.Problem

3.Implication

4.Need Payoff

Describe who will wrnpeon is. Indicate the mmpelition's advantages (3) and disad- Company Name: 52 ml Technology Co., Ltd vanlxlge: [3} over your cclnpally. Major competitor: There are many competitors (Sky catch, 3D Robotics etc.) of DJI but Drone Deploy is considered to be its biggest competitor because its core business is idene tical to DJI [production and selling of camera drones only]. Describe Features and corresponding Benets of the productlsenrice you are selling: Key product offered by company: Carn em drones Features ofthe DJI product: I Adjustable camera placement Competilnl's advantage over DJI: 1. Drone Deploy is US based company whereas ml is based in China which is consid ered to be the biggest producer of drones and this also means that DJI is closer to obtaining resources required to make the drones at comparatively cheaper costs due to which it can offer drones to the target audience at cheaper prices than (9 competition because of lower production costs involved. 2. DJl's social media [Twitter] following is huge (1,300,000 followers] as compared to 0 High resolution camera I Camera stabilizer on drone (9 Benets offered by DJI product: Screens 25 of 9 u The feature of adjustable placement of camera provides the benet of capturing images and recording videos from every angle with the drone. 0 Feature of high-resolution camera provides the benet of capturing clear and de tailed images through which memories can be captured in their best form [for recreational use customer segment] and agricultural experts can review the de tails of agricultural land and yield for detailed inspection [for professional use customer segment]. I Feature ofcamera stabilizer allows the user to take advantage (benefit) of capture ing clear images and recording videos with good camera focus without the by avoiding any misplaoement of camera the following of Drone Deploy [31,000 followers] on the same platform. This means DJI has access to more customers and is more likely to achieve its revenue and other businessrelated goals from these customers as compared to the ability of Drone Deploy to do it. 3. DJI holds the biggest share in market which as of 2020 was calculated to be equivk alent of 70 percent on global level. This gives a massive competitive advantage to DJI over not only Drone Deploy but over all the players in the market. Compelilnl's advantage [Dll's Isuhanlage): 1. Although Drone Deploy is far behind in number offollowers on social media but the brand is currently highly active as compared to the DJI because number of tweets E lIIll W l 5? Three problems that the prospective customer at the drone product might be having i clude: 1. Solving security issuesThe unmanned aerial vehicle and camcorder can help monitor border points o'ia country to boost security and reduce the risk ofterror or theft. 2. Emergency and suppcl't reiponm- At times of calamities like floods, earthquakes, and drought, the drones can be essential in monitoring the situation and transportingthe necessary emergency items and supplies. 3. Solving vitbo production issues During video production, some shots may require a higher angle to be taken, which can only be possible through drones' use and applica tion. The Gimbal ight controller and propulsion system drone are mainly designed for this purpose. Therefore, with our products from 52 ml Technologies Ltd, the above problems will be solved for a prospective customer to access the company and acquire the product at his or her choice. What dime micerns mightd'ie Prospect [Hammer] Iaise? Incluth price as one concem. 1. Price: Price is the main factor when considering a purchase, let alone that one is a 323 transaction. There are concerns regarding the price of a product. First, is the price equivalent to the product value? Does it justify the quality? Second, is it costwisely? Compose a detailed analysis with otheralternatives, and checkwhether your decision is wise. Lastly, account the price inclusivity. 2. Durability: Apart from the price, the customers are also expected to raise concerns about the durability of the drone. Durability is an issue that is associated with the quality of a prospect. Customers will need to know how long the product can offer them service before it can start experiencing technical issues. It will also be important Screens 61 of 9 for the customers to seek information about the king of material the prospect is made of, to determine the reliability otthe drone. For instance the customer may want to know whether the drone can be affected by weather conditions such as rain, snow, wind, or any other condition. 3. Functionality: The issue of functionality is the information about the abilities at the prospect. For example, the customer will be interested to know the power of the in stalled camera, maybe how many mega pixels, the time span ofthe installed battery, the distance the drone can cover and other function related issues. This information will help the customer to identify whether the prospect meets their expectation. Is there any other information lint you have that bat dwzibes 'dle Prmpect's mm mm? The other information about the prospects company is the customer service. It is im portant for the customer to know the after sales service of the company. This includes issues to do with returned goods and availability ofspare parts. E lIIH W l 5? File Tools View Asiignment #3.docx - Word X (151 tweets) during last month of Drone Deploy is much higher than of DJI (88). ExxonMobil Canada, 505 Quarry Park Blvd, Calgary, AB T2C 5N1 This means, the competitor is highly focused on improving its weakness by earning attention of target customers on social media from where it can develop its mar- ket image and share. Prospect's Name: Darren W. Woods 2. Drone deploy is capable of offering lower prices to the customers (both commercial and in consumer markets) as compared to DJI and Drone Deploy also offers pack- Prospect's Title: _Chairman and Chief Executive Officer_ ages in per month payment plans whereas DJI offers are mostly higher and in per year time span. Provide details regarding the Prospect's company. (i.e. What does the company make or 3. Also, the employee rating of Drone Deploy (4.6) is far better than of DJI (2.9) which sell? Number of years in business? The size of the business? Number or employees? Who is reflective of major weakness of DJI in relation to its competitor. are my customers? What are the company's future plans? etc.) ExxonMobil is American multinational gas and Oil Company with its headquarters in Texas. VALUE PROPOSITION OF THE PRODUCT/SERVICE YOU ARE SELLING: It engages in selling of petroleum and petrochemical products such as petrol, diesel, en- gine oil, and natural gas. Other products sold by the company include butyl, polythene DJI defines the value that it delivers to its customers in terms of development and provi- products, polymer modifiers and Plasticizers. The company was as a result of merge be- sion of tools to enable creative experts flourish in their field. The brand determines to tween Exxon and Mobil in 1999. Thus, the company has been operation for that last 21 equip these geniuses who lead the innovation. By introducing features of high-resolution years. ExxonMobil is among the largest oil and gas public limited company. It operates in aerial technology, the brand strengthened its value proposition and built it brand on it. By more than five continents and most countries. In 2016 the company was ranked number creative experts, DJI refers to all field experts in agriculture, film making, rescue services nine well performed business worldwide. It produces more than 3% of world it has a large and all other fields. experts who want the detailed analysis of their working arena to gain market share and wide global presence. The number of employees in the company are maximum understanding and implement latest ideas on the basis of that. more than 74, 900. My main prospect customers are the oil excavators where the drones will be used to identify raw materials. The company future plans are to increase their The Company you are selling to (the Prospect/Customer): market share, increase sales through integration of innovative technologies such as use of drone. Company Name: ExxonMobil Oil Corporation List at least 3 problems you can identify the Prospect (customer) as having, which your Company Address (if multi-national, provide Canadian address): product or service can resolve. Refer back to your features and benefits in Assignment 2 Screens 4-5 of 9 +