Sales Management

Paper Summary:

This paper details the planning and development of a sales meeting for a fictional company selling simulation software. The company aims to sell their software to a fire department. The paper discusses steps to be taken before the meeting; provides an outline for the meeting; develops ideas for a demonstration worksheet; identifies the closing method to be used, and describes what follow-up activities will be undertaken.

From the Paper:

"Before meeting with Dennis Gorman to discuss the possibility of the Monroe Fire Department's purchase of Innovative Software Products simulation software in order to more safely and effectively train its firefighters, I will be undertaking the following steps. The first step which I will need to undertake is a review of comparable software that is currently on the market. One of the top such software packages is NIST's Fire Dynamics Simulator and Smokeview program. Some of the important features of this software include: "3D smoke, compression, arbitrary paths or tours through a Smokeview scene, data chopping, smoke detector activation, parallel processing, multiple meshing, and layer height" ("FDS/Smokeview Pages"). I will need to be well-acquainted with these features and strengths of competing software in order to better sell our potential package to Chief Gorman and his department."

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