Professional Selling Essay Due in 5 hours
santiagomerinoa
SantiagoMerinoXfinity.docxName
Professor
Class
8 September 2019
The Xfinity Leadership Development Program
The company that I would choose to work for would be Xfinity, because of how they consistently expand their company to incorporate new and innovative ideas, and have products that are oriented upon improving living conditions in countless ways. The product that I am focused on would be on the security camera, predominantly upon that which includes surveillance and incorporates the wireless software and technology that one can access through their phones to view the content of the cameras. The market that I would be entering would be that of technology, which is highly competitive and is consistently experiencing being turned upside down by new products being introduced and improved on a daily basis. What makes it special is that this is an industry that I know is geared towards the protection of individuals and their homes and belongings, which is something that I feel is very important and has to be taken seriously. Individuals who take up these products and include them in their homes are putting their trust in the companies that are supplying them to them, meaning that they have to live up to the expectations of being able to stop an armed robbery from taking place or getting the footage necessary to catch someone who has seriously damaged one’s property or entered their home without their permission.
The customer to whom I will be speaking will most likely be to technology companies and corporations, with some examples being those of Best Buy and Sears, as well as some larger and more versatile companies like Target and Wal-Mart, which are more like supermarkets but still have sections for technology. These companies might want the product because of how it can fit right into the technology products that they are already selling and can also help get the message across that they are interested in ensuring that their clients are protected within their homes, wanting to give them access to the best software and technology in relation to this possible. Their needs are to express to their client base that they can provide the direct link between the consumer and the actual company that they would be working with, Xfinity, in this case, for them to be able to set up everything that they might need and also help them understand how to use this technology and what they can do to make the experience easier for them. These individuals would ultimately make the purchase decision by comparing and contrasting all of the various options they have for security technology and the different companies who have come to provide them with these services, understanding which one best serves their clientele and which one is within their affordability range.
Some objections that the client might have to purchasing the product could be that they could find a model that is cheaper or that is more easily installed, which is something that could potentially prevent them from making the purchase in the end. However, this is something that could be resolved, as one of the main ways through which a salesperson could show the client that the price is worth it is through demonstrating the superiority of the product in comparison to others. By demonstrating what other products lack, even if they might be lower in cost, it could ensure that the product is the best that they are receiving for their money, even if it might have been a bit more than what they were hoping to spend. This also goes for the companies such as Best Buy or Target that would purchase these products to supply to their clients, demonstrating to them what they would be missing out on with the products that they had been using up until that point, and showing that these gaps are filled in with the new product that they would be getting. Therefore, this is ultimately one of the best ways through which the company could ensure that they are selling products even to skeptics, making sure that people know that they are getting their complete money’s worth.
After-sale processes would have to do with a subscription to the service that the product would provide, allowing for them to have access to databases with footage from cameras and access through an application to see the live footage and speak through microphones in a doorbell service. This is something that the client would have to keep up with, but it would permit for them to be able to use the product to the fullest extent possible and have access to all of its features. Customers could also be interested in financing the product, having it sold to them at a portion of the cost and sold at price intervals with an interest rate rather than paying the entire cost of the product at once, paying a membership fee that comes at monthly intervals as well so as to not have to pay it all for a year at once. Service contracts could also be provided in that if they were to purchase a membership on a monthly or yearly basis with the company, either directly with Xfinity or with the company that is providing them with the product, they could have access to the technological teams that would help them resolve any issue that comes up at any time rather than paying for individual visits.
