Corey Morgan is a sales representative for IDE, a supplier of production equipment that is sold to packaged goods manufacturers. IDE specializes in replacing older equipment with more efficient equipment. Although the IDE products are expensive, the increased efficiencies of their equipment can provide cost savings to customers in the long run. Corey has been thinking about a recent training session on pre-call preparation planning.

The trainer told the sales representatives: Use the template we provide to be sure you have included all of the relevant information in planning your sales calls. Dont develop a script from the template. Make it your own and add your own ways of doing things to make it more effective.

Corey knew that customer value propositions should be as specific as possible and should not over promise on what could be delivered to the customer. Corey also knew that customer cost-savings in the range of 5 to 15 percent were possible, but that actual savings would depend on the situation.

Corey was strongly considering stating the 15 percent savings figure early in sales dialogues as an average savings, which would make a lot more prospects willing to listen to a full sales presentation.

What should Corey do?

(A) Be conservative and continue to state the average savings as 5 to 15 percent. Be prepared to show the customer how to maximize savings.

(B) Go with the 15 percent figure and back it up with testimonials from customers that had achieved 15 percent savings.

(C) Early in the sales dialogue, learn more about the customers situation and then estimate the potential cost savings for the customer.

TASKS

1. Select one of the three options, that you believe is the best strategy for Cory?
2. Explain, why you selected this option rather than the others? (200 word min.)
3. Support your decision with two citation/references