Buyer and seller report

ROLE PLAY – BUYER – Total Stop

Buyer: PURCHASING AGENT FOR TOTAL STOP STORES

Seller: Johnston and Marshall “Fuzzy Pop”

You are the purchasing agent for the twenty Total Stop stores in British Columbia. You would be described by the employees who work for you and the salespeople you call on as "one of the nicest guys/gals around." Yours friends would classify you as a supportive style, but not a "push-over" for sales reps. You scrutinize the merits of every buying decision, but relationships with salespeople and their companies are of great importance to you. Your ‘office” contains personal pictures and mementos and you appear relaxed and casual. Your guest chair is pulled up along side your desk.

What to Do During the Sales Interview

1. As a SUPPORTIVE , you will demonstrate your desire for social niceties. You will return the handshake with a smile. You will do everything in your power to make him feel comfortable and relaxed, ie, offer a chair, coffee, etc. Should the salesperson either brush you off or appear not to be listening to you, or tries to hurry you into the business aspects of the meeting, you will quietly sit back but show very slightly you are not happy about it.

As a SUPPORTIVE, you will always be very pleasant and respond politely to any question, showing interest primarily in your family and the salesperson's background and interests.

During the salesperson's presentation, you will always be pleasant and attentive, but remain indifferent to the salesperson's business proposition until rapport has been established.

2. Once the salesperson establishes rapport and begins an informal, friendly presentation, by asking questions, you will reveal the following problems/needs.

a. Volume, especially of impulse items, is down recently you think because there are fewer teenagers and young people coming into your store.

b. It is hurting your profitability.

c. Increased competition from the grocery store in the same mall.

d. A need for more advertising and promotion.

3. If the salesperson presents product features and benefits related to your problems/needs, you will say, "Sounds good!" When the salesperson attempts a trial close or a close, you will raise the following objections:

a. You are concerned that this product will deliver less profit than other competitive products.

b. You are sceptical that it will sell.

c. Your company has fouled up our billings for supplies every month now for three months in a row.

d. Things are tight right now, how about in a couple of months?

4. If the salesperson fails to confirm your concerns, or presents features not related to your problems, you will lean back in your chair and change the subject to a more personal note.

5. If you feel that the salesperson is trustworthy and credible, that the presentation was well enough made, you will lean forward in your chair, smile enthusiastically, and ask to see the package again.

6. In response to the salesperson's third closing attempt, you will express a need to mull things over, but if his or her reply is satisfactory, you will agree to buy.

7. If you feel that the salesperson has acknowledged your time pressures and that your objections have been adequately handled, and only after the second close, you will say "Maybe I'll try a few cases."