T!1"ou work at BestBuy. Your job is to sell a customer something. Former student and BestBuy manager Asad Ali will be playing the role of a customer. You are free to 1:131 and sell whatever you want. as long as BestBuy sells it. I suggest you pick item(s) with which you have some familiarity or at least can learn about. I also suggest you do some research on what BestBuy has to offer. The best sale will be one that is high on prot margin, and increases the chance of repeat business. 1) Prot is a Jnction of the total amount of the item(s) sold. However. of the kinds of things you could sell (e.g.. accessories. hardware, services. etc.) there are different profit margins. Here are the descriptions of categories of items with margins from highest to lowest: a. Services anything labor or warranty type plans provided by gm {e.g.. Protection Plans. Installation. lGeek Squad) b. Accessories small ticket items that work with hardware (cables. stands, screen cleaners. surge protectors. etc.) c. Media providers things that hook you to external media services (DirectTV. Comeast, Wireless services) d. Media players devices that play entertainment media m players. game consoles. Mi; DVD players) e.Ha1dwa1e big ticket times such as TVs Home Theater systems. Appliances 2) The chance of repeat business 15 ha: dei to determine but basically you want to nd reasons for the customer to 1"et111n and at the v ery least have them leav e hav mg had a pleasant experience. One of the thing you need to think about to effectively navigate the sale is what the customer wants. Customers tend to fall into categories. and so knowing these can help you figure out what the leverage points should be to persuade customers to buy. and what will make them into repeat customers. - Larry: Mid aged 30-45. well off financially. Wants and expects the best in terms or service and technology. Has money. so less price sensitive. ve1y status sensitive. - Jill: Mid aged 30-45. well off nancially. married to Lar1y. Not interested in technology as much as she is services: expects high level of service. Does not like shopping at Best Buy. prefers to get in and out of store ASAP. Doesn't mind spending money as long as she sees the value. - Bud: Younger. age 13-30. has less discretionary income. Technologically savvy. likes technology. and interested in the latest thing. Enjoys shopping at Best Buy. mostly for products. Questions the need for services or \"advice". because he can do things on his own and knows how to research products. - Kerry: Younger. age 18-30. has less discretionary income. Enjoys shopping and feels empowered. Likes feeling like she received a "good" deal. Prefers picking out own merchandise. but accepts guidance Does research for comparative shopping for large purchases. - Stewart: Older {40-55). income ranges. Likes to t1y and keep up with certain new technologies but can feel overwhelmed. Likes guidance and advice. generally trusts Bet Buy. but wants to be treated with more respect than the average customer {probably due to agejNot knowledgeable about latest innovations. Prefers to take his time so can understand what he is buying. I Henrietta: Older (40-55}. income ranges. Only shops for big purchases with Steve. If by herself. usually buying gifts. Needs a personal shopper experience. wants to understand what she is buying. Prefers to take time to think about purchase. Has limited ability to use teclmology that is not plug and play ALTERNATIVES: 1) What is your BATNA? How strong is it? 2) What do you think is the other party's BATNA? How strong is it? | Which approach will you use in this negotiation - convincing or understanding? Why? | What do you not know and need to understand about this negotiation? About the other person? About your own position? I What negotiation tactics will you try first? What specifically will you say? |