Sales and key account.

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- How many computers do you want to change?

- Our computer has highest memory capacity, a large hard-disk and also fast video cards. What do you think of that productivity?

- When you say… what exactly do you means?

- In addition to that, is there anything else that you want to know?

- When do you want delivery?

The next step is the presentation and demonstration of the product. In this situation, we could supply the customer that he need and for this reason, we have the opportunity to convince to customers. We will show the product and the different colors (black and white) that we have.

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In respect with the objections, we though the main important could be the price. This is because our competitor has a lowest price, but we are going to explain the differences between us and our mains competitor. We offer: a trial period of 6 week, installed system and warranties ( 6 month tech support). Also our product is innovative and it has a high quality compared with our competitor, it would be in perfect conditions and not become obsolete almost twenty to twenty five years. Other advantage is the short term of delivery, the product will be available in the next two or three month.

The following procces step we arethe negotiation, closing the sale and the follow up .But these step

Expected outcome for the meeting

Critical Analysis of the Negotiation

Critical Assessment of the meeting

A buyer must have the widest possible knowledge of the types of products and materials being handled:

- Aware of what their companies are interested in, or need;

- Aware of what new development will benefit their companies and

- People who recognize that it is essential for buying department to welcome new idea.

Both buyers (BANK) and seller use their product knowledge to try and gain advantages over the other, if the seller are ignorant of their of their products they will be competing on less than equal terms. Buyer and seller aim to overcome each other’s arguments.

Toward the end of the meeting; the seller needs to know buyer’s behavior buyer needs to know the character of the seller. When all this information have been done needs will be satisfied and a sound relationship can be built up between buyer and seller.

Degree to which pre-meeting aims were met

In the negotiation meeting, our mains were not met by the buyer’s because they had different views of our product, in addition we give them information that is related to what they want and they decide to through the information that was provided;

- By examining the products themselves;

- By trying out the products;

- Considering how the product is made;

- Catalogues, brochures, reports and company originated literature;

- Customers or users experiences

- Adverts

- Books ; and through information on labels and tags

Position reached by the end of the meeting

In the meeting with buyers (BANK) the price was not an issue but the important thing is if we the (seller) can provide them with all the good and services they want or need. The buyer process for the product will assume that the selling a product, although the same applies equally well to services, selling to an organization can be more complex because it is possible for a number of different people to become involved at the customer end (Malcolm and Diana 2000). In this situation only one of these buyer might not be allowed to make decision to purchase our products, they would like to get in touch with technical expertise or power to make decisions who are responsibility to give approval.

- The newness of the product :the product is new and untried proposition will require support at a senior management level, a routine non-risky services can be handled at low level.

- Complexity of the product offered the more technical the implications will b understood within the client company.

What went right/wrong and why

In the meeting/negotiation the buyers were willing to purchase the products from our organization, but as the meeting progress we found out that they wanted the hard and soft wares not only the computers. Finally we met their prospect needs or wants, clearly identify the needs of the prospect and seek their to agreement to these needs. By clarify the specific buying criteria and also discover what, specifically will motivate the prospect to buy. And we plan to meet up soon to know the final outcome of the meet held.

What could have been improved (both in terms of preparation and negotiation technique)

I think planning is an essential management that should being carried out by “what must be done” also by determine “ who will do it”. They must be based on facts;

- They must be comprehensive

- Incorporate sufficient flexibility

- Must be known to carry out task

Co-ordination is an accessory to planning and is largely what a manager makes of it;

- It encourages direct personal contact within the organization particularly in lateral relationship with the seller and buyer

- Fundamental to the business operation in co-operation concept

- There will be no personal problems arising from both sides, business operation are ignored; endeavor to help through free exchange of ideas.

- Motivation to achieve the goals of the company then the goals will be reached

Future activity and likely outcome

If this negotiation was a real life scenario, we would following the activities to get involved in the future;

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