Selling Consultancy Services

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Aditya Zutshi (09BM8005)

Ambuj Agarwal (09BM8007)
Amit Sarangal (09BM8082)
Shilpa Gautam (09BM8085)
Renjith Peediakal (09BM8040)
Yash Vardhan Aggarwal (09BM8063)
 Pre-Approach
m Arun collected publicly available information through website

(Possibly could have talked or got a feedback from German

distributors)

m Arun met the managers of 2-M and their German counterparts

to understand their needs

m Research on market potential in Metros and major cities

m Research on the Competitors

±he Approach

m Initial contact was made by the prospective buyer

m Appointment: An appointment taken right after initial contact

Projects confidence of R.K. Consultants

±he Shortcomings in Approach/Pre Approach
m German Distributors were not contacted. A first hand knowledge

from distributors could have helped.

m ±he doubt about willingness of Indian Distributors to perform

multiple tasks as was expected was not solved convincingly. Arun

and R.K. Consultants know Indian market better than German
managers. ±heir might be a need for acculturation for German
company ( Information provided is however not conclusive )
:nderstanding the buyer¶s needs
m Ask questions as to

m How many dealers are they looking at ?

m What kind of distribution channels they are looking at ?

m How much price they are offering the product for ?

m What are the requirements or expectations from dealers ?

m What are the incentives they are going to offer to dealers ?

m Is the launch going to be in selected cities or pan India ?

m What kind of sales target they are looking at in the first year ?
Probable Presentation Approach
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Presentation

m Make the presentation covering the following

m Needs of the client
m Various alternatives available to client
m ±he best option available
m Suggest reasons for the option being best
m ±he future outcome of the option being advised
m Expectations being met through the suggested strategy
 Negotiation
m Negotiation can be on one of these points
m Price being charged
m Delivery schedule
m ±erm of the project
m Deliverables of the project

Negotiation should be win-win so as to make the client happy

and pave the way for future contracts
Keeping in mind the European part of the context, the
negotiations should focus on tactfully and logically
countering the arguments raised by 2-M panel
 Closing

m ±rial close should focus on asking for any major objections

Account depending on the way negotiations progressed
m Summary of benefits closing
m List out the possible benefits from the suggested strategy
m List out the financial outcome from the suggested strategy
m list out the targets being met with the strategy
m Highlight the role of selling strategy in the firm¶s overall
strategy
m Closing should be either based on summary-of-benefits or
±-account approach
±