You are a Levi's sales executive, You will be meeting with the owner of Jesse's Jeans. Your primary objective is to obtain an order for 100 of the specialty jean jackets.  Read the case and complete a  "Sales Pitch" using the SPIN selling technique.

Levi's Case: "Trucker style" Jean Jacket"
Levi Strauss motto has been "Quality never goes out of style." The company has an image of high
quality, long lasting products that appeal to people of all ages and lifestyles. Recently the company
has begun to use more creative advertising campaigns and imaginative sales promotions in order to
provide its classical heritage with a more contemporary appeal.
Levi Strauss is selling a special "trucker style" jean jacket (men's and women's cuts) to small
retailers at a low wholesale price of $30.00 per jacket. Suggested retail price is $49.95, providing
a 66.5% mark-up or margin to these retailers. Any wholesale jacket order greater than 100
hundred pieces will cost only $28.00. Along with the special jacket, this quantity reduction serves
as an additional incentive for small retailers and is not offered to the larger retail stores.
"Trucker style" jean jacket (M&F)
Wholesale price $30.00/jacket <100 pieces
Wholesale price $28.00/jacket >100 pieces
Suggested retail prices: $49.95
Levi Strauss requires a minimum order of at least thirty jackets. The buyer is required to pay half
of the bill when the shipment arrives and the other half three weeks after delivery. Delivery
usually takes about three weeks from the time of the initial order.
Minimum order #30 jackets
Payment: 50% when the shipment arrives
Balance: 3 weeks after delivery
Levi Strauss stands by all the products it sells. They offer a full refund on all damaged or
faulty merchandise. The company sales representatives are available to assist the retailers in any
way and will correct all problems. If a store is not satisfied with the sales of the jackets, it can
return all unsold jackets for a full refund or for a credit on other Levi Strauss items.
Full refund on all damaged or faulty merchandise
Full refund/credit for all unsold jackets
Today you are calling on Jesse's Jeans. You know that the owner is Jesse/Jessica Johnson, but you
are new in this sales territory. The previous representative left you poor records. You are cold
calling (via Zoom) this account for the first time.
Your primary objective is to obtain an order for 100 of the specialty jeans jackets.

 

Based on this information answer orderly to these questions

 

"VIRTUAL" PROFESSIONAL INTRODUCTION

1. Good first impression (full name & Co. name)
2. Establish meeting length-10 minutes
3. Agenda statement

 

RELATIONSHIP BUILDING 

                1.Rapport Building

 

                2.Identify product 

 

                3.Credibility

 

                4.Understanding of the decision-making process 

 

                5.Relationship orientation 

 

                6.Agenda statement 

 

NEEDS IDENTIFICATION/CONFIRMATION

                1.Situation: ( 3 questions)

                

                2.Problem: (3 questions)

                

                3.Implication: 1-2 statement/questions

                

                4.Need Payoff question:  1-2 statements

 

 OBJECTIONS AND ANSWERING QUESTIONS                                                     

                

                1.Offered an objection response (feel, felt, found; compensation, other)

               2. Suggested a solution to the problem(s)

CLOSE   

                 1. (THE ASK)