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Spin Role Play
Introduction: Says your name, what company you are with, and title in the company
I am a sales representative in charge of the central Houston restaurant division
What do you do?
I work with Ecolab as a sales representative in charge of the central Houston restaurant division.
Why are you here?
Working with Shawn from Willis Bistro to present a value proposition on how doing business with Ecolab will help save their company time and money thus, greater customer service.
What are the objectives of the call?
I understand that the company is facing an increase in costs due to excessive chemical use with their existing dishwashers. Therefore, working with Shawn from Willis Bistro maintains a low cost operating model, and provide the very best service to their high-end customers.
Guide to Performing Prospect Research
To help Willis Bistro maintain a low cost operating model they need to focus on the product model that best fit the interest of the market. They need to eliminate excessive chemical use with their existing dishwashers. Currently, their cost of operation is high because they spend a lot on their upstream suppliers. Information captured on their social media further shows that they are overspending on corporate social responsibility. Helping them will, therefore, mean changing their sales approach is basically on reduced pricing (Raab et al. 163). Wil…
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