Please fill out the subsections in the chart.

Background - You are Ellie Cabrera, Co-Owner of Planet Mundo Fit Print Student Name: - The business started after you spent years working at several of the larger fitness gyms in the area. Although appreciative of the opportunity and the experience gained, you felt those gyms lacked something that connected them to the community. They felt cold, impersonal and run of the mill- not at all what you wantod for your workout experience. - You recruited a college friend, Nicky Perez, to help bring your vision to life. Nicky's extensive career in hospitality coupled with a reoent yoga instructor certification, is what you have been looking for in a partner to open Planet Mundo Fit, the complete solution focusing on strength and flexibility. - Planet Mundo Fit has been in business for close to a year now, steadily attracting a loyal customer base. It's now time to grow your business! The Current Sirnation - Planet Munde Fit attracts a varied client base. The business has been the fortunate recipient of publicity on local newscasts who were attracted to your wall-to-wall HD TV displays that took spin class participants to different locations across the world, a truly unique concept. The buzz generated from your Grand Opening press has subsided and you are open to doing something different to increase the elient base. Lots of people came in at the beginning but did not stay! - You've been presented with several advertising options from the local TV stations that covered your Grand Opening but all are well outside your anticipated marketing budget. As a result, you've employed more modest advertising methods including community newspapers and direct mail to the zip codes in your surrounding area, but with limited success. You feel that taking a targeted approach would be the best option as most customers are from the surrounding geographic area. - One change that you want to see implemented is to attract a more affuent customer made up of adults from 25.54 years of age. The "unlimited visits' monthly plan option you offer is $99.99 yet most clients opt for the weekly plan of $19.99, for two visits a week. The moothly plan is auto-renewed and provides residual income; the weekly plan is paid week by week. The Sales Call - You agreod to meet with the Comcast Spotlight Account Executive for 10 minutes who connected with you via a telephone call at the studio. You sensod the enthusiasm through the phone and were impressed when the sales rep cited some industry facts that affect your business. - The rep also mentioned being able to target a collection of zip codes closest to your location, which you are open to discuss. You know you need some help to grow the business bat are not sure that TV advertising is the way to go with all the digital options available today and with the increase usage of mobile apps to track fitness. - How could a cable company belp you? Will this meeting be a waste of time? Either way, it's only 15 minutes, 50 not much to losel Hope it's worth it. STEPS FOR BUYER ROLE STEP 1 - Please read the Seller Role and then this Buyer Role profile carefully. Become familiar with this profile. Get into the role! STEP 2 - Review these general guidelines below for your role as a Buyer: - Don't offer information freely - wait for the Seller to ask. The Seller is to showease questioning skills and probe until the neets are clear. - Raise the objections throughout, not just at the very end of the sales call - not too early but not too late. - Make the sales call challenging but not unrealistic. Your job is to create "hurdles", not "impossible" situations. - Have fun with this role. If you forget something, make it up, but be realistic. - Students cannot offer discounts. They must make an effort to demonstrate value \& quantify benefits. STEP 3 - Incorporate the following assumptions into your sales call, IF ASKED: - Your sales have dropped by $% this past year, totaling $50,000. - Competition in your industry is getting fierce. Soene of your loyal custoeners have switched to other centers. - You don't have ways of tracking the performance results of your current marketing \& promotion strategies. STEP 4 - Select at least two (2) objections from those below: - Your solutions sound very expensive and complicated. I don't have a budget right now. - I like traditional advertising and manketing strategies. I'm just not into the new owilne methods. We're jugt not knowledgeable enough to use these. We aren't technology savvy. - My friend works at Telemundo and he can get me a great deal. - I once met with a Comcast Sporlight representative and I did not have a very good experience. INSTRUCTIONS: One of the key elements in selling is being able to ask key questions and to have a clear sales methodology that helps you gather information and help the customer realize he has a problem and that you can present them a solution to those problems. This assignment is to help you structure questions for a Sales Situation. In this case, using the Scenario already given for Planet Mundo Fit. Using as a reference the book material on SPIN Questioning System and the class material posted in canvas under modules for Chapter 5 give specific examples of the type of questions you would use with the customer in the form below. How would you open the meeting? How would you close it? This assignment is worth $20. OUTCOME - Agree to a follow-up meeting, as long as the Seller has made an attempt to avercome objections effectively and asks for the commitment