Sales Role Play Script

Seller- Wow I really like your new office!

Buyer- Thanks I just got moved in and everything last week!

Seller- You have a great view of the city, I can see right out your window!

Buyer- Yea it is almost distracting sometimes!

Seller-I bet, and I really like that Cubs poster you have over there in the corner.

Buyer- Oh yes got to love those cubbies. I am really excited about that hire of their new
manager.

Seller- Yes it looks like greener pastures lay ahead for us cubbie fans, were definitely due for
that (Haha)

Buyer- Oh definitely!

Seller- Well ______ I am really glad we had a chance to connect today, I know it has been a
couple weeks since we last [Link] time we spoke about the problem and concerns that you
were having in your music [Link] ill provide a possible solution to increase your
sales revenue and customer satisfaction in this area leading to long term success here at Best
Buy. How does that sound?

Buyer- Sounds great.

Seller- Today I would like to go back over what we discussed a couple weeks ago to refresh our
memories, then I would like to present my product to you, and finally after all that see if doing
some business today makes sense for both of us. How does that sound?

Buyer- That sounds great.

Seller- Ok awesome, well first off before we get ahead of ourselves have you had any changes
here at Best Buy or in your music department since we last met?

Buyer- Well we have not had many changes here at Best Buy since last time we met, but we
have not been experiencing any more success in the music department either. We actually have
had a drop in sales since last speaking.

Seller- Well I am sorry to hear that, but it sounds like I couldn’t have come at a better time. I
hope to try to be some service to help you with this problem.

Seller- So last time we met we discussed in detail the current technology Best Buy was carrying
in their music department. Has that changed at all since we last met?

Buyer- No we have the same technology since the last time we met.

Seller- We also spoke in great deal about the success you were enjoying with the current Apple
products you are carrying. Are you still experiencing this success with these Apple products?

Buyer- Yes Apple is still are number one seller in our music department.

Seller- Ok I see, well first I would like to refresh you about what you were saying about your
current technology last time we met. You discussed that you felt Best Buy was doing a poor job
of keeping up to date with the most current technology in the industry. This is still relevant with
no changes in your products is it not?

Seller- Yes this is still relevant.

Buyer- I got ya, then we discussed how these below standards products were affecting your
customer satisfaction at Best Buy which was leading to lower customer retention and effects on
your sales in this department. Is all of this still true here with Best Buy?

Buyer- Yes this still how we feel things are going in the music department at this time
unfortunately.

Seller-I see. So are you guys experiencing any more problems since the last time we met
besides these ones I just mentioned?

Buyer- Yes I am sure there are some other problems, but nothing jumps to my mind right now.

Seller- Ok that is very understandable. You also mentioned last time that a change in this
technology inventory in this department to more modern equipment could lead to higher
customer satisfaction, higher sales revenue, and most importantly Best Buy being viewed in a
higher public eye. Is all of this still correct?

Buyer- Yes these are still correct.

Seller- Ok well I think we can both agree that there is still a problem with the desired amount of
technology that you are carrying in the music department. So is there still an interest in seeing
how apple can help you fix this problem?

Buyer- Yes, we are always interested in seeing what ways we can fix problems so absolutely!
Seller- Ok great, I would also like to discuss what you shared with me last time about the
success you experience with Apple Products. You mentioned last time in knowing that other
competitors were carrying more up to date Apple technology that it affected business here by
losing out on sales revenue that you could have. Is this still your feeling?

Buyer- Yes this is how we still feel.

Seller- Ok, and just based off some of my current customers, I was able to do some figures and
estimate the amount of sales revenue you probably are losing from not carrying this new apple
product. Does this number look pretty relevant to you? (show picture of sales revenue)

Buyer- Wow I didn’t realize this number was so high.

Seller- Yes I know it is pretty significant. Last time we also spoke on how Best Buy has been
Apple’s number one distributor in the past, and now due to some hesitation here at Best Buy we
have started using other distributors with newer Apple technology. This last time was concerning
to you due to the fact you felt your partnership with Apple was one of your top competitive
advantages here within the retail market and within the customer market. Do we still have this
same thought process when it comes to this issue?

Buyer- Yes are competitive tie with Apple is one of our top advantages here at Best Buy.

Seller- Ok and you said if you were carrying the most modern Apple products, you could
possibly restore some of this advantage that is important to you. Is this still your feeling?

Buyer- Yes I feel this could be a way we could restore some advantage in the markets we
discussed.
Seller- Ok so we can agree that carrying the best of what Apple offers is a top priority for Best
Buy. Is this correct?

Buyer- Yes this is correct.

Seller- Ok well great, I am glad we could reaffirm what we spoke about last meeting. I would
love to continue on with my presentation of the IPod W457 if alright?

Buyer- Yes absolutely.

Seller- (shows picture of product) Okay great. Well the first need that we have mentioned earlier
is the desire to carry the most innovative and up to date technology in your Music Department. I
actually have a quick video to show you the innovation of this product. Would you like to see it?

Buyer- Oh sure!(Play Video)

Seller- Well as you saw in the video, the Ipod W457 is truly the newest and most innovative
product on the market. It has so many benefits that help put it over the top of the competition.
The first feature I would like to point out to you is how the IPod is wirelessly connected within
the earbuds and has an activating voice system to be able to change the song.

Seller- This wireless earbuds will make their workout more enjoyable because they have two
separate earbuds that form around their ear for comfort and they also will not have to hold
anything in their hands while on the go.

Seller- Selling the IPod W457 will benefit you by providing a hands free, easy to use wireless
device, which will help Best Buy continue to carry the best, high quality, and most innovative
products on the market. It will put Best Buy back at the highest competitive advantage.

Buyer- That sounds like a very awesome product, but I do have a question. How does a
customer download music to their IPod if the IPod is made within the earbuds?

Seller- That is a great question. It is actually very convenient for the user. The user can connect

to Bluetooth with a switch of the button on the back of the ear bud and sync their songs from

their computer to their IPod.

Buyer- Wow, I did not realize how easy it actually was. Thank you for clarifying that for me.

Seller- No problem at all I am glad I could clear that up for you.

Seller- So after hearing about how the product works, how do you think this product will fit in

Best Buy’s music department?

Buyer- I am very intrigued by this new product and think that it could do very well within our

music department here at Best Buy.

Seller- Great! Alright well another need that we established earlier was your desire here at Best

Buy to carry the best products that Apple has to offer. Being produced by Apple is a huge

feature for this product because Apple is one of the most globally well-known and respected

companies in the world, which is why the IPod W457 will easily succeed on the market because

of the high trust for Apple and their products.”As you can see here on the screen(show on Ipad

Screen), Apple is the number one provider in the retail market in all departments they produce

in. Phones, Ipads, Ipods, laptops.

Seller- Customers will be less hesitant to purchase this product because customers, who are

already current Apple users, seek the need to always purchase Apple’s newest and top notch

products.

Seller- By carrying this high quality product, Best Buy will be benefiting its company mission

statement, by always carrying the top-end, well known brands with the best and newest

products and features.

Buyer- That is all very true. Apple is already our top selling brand in the music department, so

we do have the most faith that if someone can pull off a new product in today’s economy then it

is Apple.

Buyer- I do have a question though. Why do you think people will want to try out this new

product?

Seller- Well I am glad you asked me that. In our opinion people are going to want to try out this

product because they are going to see all the benefits and advantages that the IPod W457

offers and quickly realize that they are missing out. They are going to see it is made by the best

and highest quality companies out there and trust that this product is going to live up to all of its

expectations.

Buyer- Ok I see

Seller-So after hearing about what this product can offer, what is your interest in this product.

Buyer- I would say for myself and Best Buy we are extremely interested in this product.

Seller- Ok I love to hear that, with your John Hancock we can get business rolling and have the

IPod w457’s on the shelves at Best Buy by the first of the month.

Buyer- Well before i come to a decision I have a concern about your price. After looking at some

of the numbers, we feel that the price you guys are changing per IPod is way much more

expensive for what we currently carry in this department. This concerns us!(price)

Seller-Well I’m glad you were able to bring to my attention that price is an issue for you. This is

very common when it comes to this product.

Seller- Is it in general the total overall price of implementation or is it just looking at a figure on

paper?

Buyer- It is what we are seeing on paper with the price you charge per Ipod comparative to what

we currently carry.

Seller- Ok i understand, the reason for the higher price we have on the IPod w457 is due to the

innovation of this product. There is quite frankly no other products in the market like it, and I can

almost gurantee it is going to sell and sell very well fastly due to this innovation. At target, they

had this same concern and were able to cover their MSRP of the IPod within the first three

weeks of carrying it, as you can see here on paper (slides over sheet with targets numbers).

Seller- Does this make you feel more comofortable with the price?

Buyer- Yes I feel more comfortable in knowing that we would be able to cover our large

expense.

Seller- Ok that makes me feel good.

“ Buyer- I have one more concern about your [Link] reviewing the product I feel that my

employees may not know enough about this new product to provide information to our

customers or sell this product to its full potential.

Seller- Well I appreciate you sharing that with me.

Seller- So, basically are you are saying you feel you would need your employees to be more

equipped and knowledgeable about this new product before you put them on the floor selling to

customers?

Buyer- Yes that is what i am saying.

Seller- Well I am not sure if I have brought this up, but we actually have a training staff that

would come into Best Buy and teach your employees all about how this product works and the

attributes that will help make this product sell. It is a great training meeting and would be fully

funded by Apple.

Seller- Does this training process sound like something that would help your employees

become knowledgeable about our new product and be able to sell it well?

Buyer- Yes it does, i did not realize that Apple provided that service.

Seller- Yes and as I mentioned it is free of charge so it really is a win win.

Buyer- Sounds like it.”

Seller- Well are there any other things you would like to discuss.

Buyer- No i believe you covered it well.

Seller- With your authorization we can implement in the IPod W457 into Best Buy and do some

business. How does that sound?

Buyer- “”Yes I believe this is right the decision for us. Lets do some business.
Seller- Ok great. Your logisitic department will be hearing from Apple soon with your first

shipment details, and you should be able to get these on the shelf by the first of month.””

Buyer- Ok sounds great.

Seller-Ok well thank you for your time and it is great to do business with you. Have a great day

and well be in touch.

Buyer- Ok thank you. Have a good one.

Alternate close no buy “””

Buyer-Well actually at this time, I feel this is too big of a purchase for Best Buy, so we will have

to pass today.

Seller- Ok I understand, things have a way of changing how about we plan on getting back

together with in a couple months time and see where we are at then.