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Apple and Samsung - Assessment of Our Plan for Our Sales Presentation to a New Potential Customer

Essay by   •  May 12, 2016  •  Case Study  •  2,643 Words (11 Pages)  •  776 Views

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Sworn declaration

By submitting this assignment I confirm that I am aware of DBS’s policy regarding cheating, plagiarism and all other forms of academic impropriety. The coursework submitted is my own or my group’s work, and all other sources consulted have been appropriately acknowledged. I am aware that in the case of doubt an investigation will be held.

Reference to the volume of the work

The volume of the written part of the assignment – beginning with the introduction and finishing with the technique for our follow-up call.

Table of Contents

Sworn declaration        

Reference to the volume of the work        

1. Introduction        

2. Analysis of our main competitor’s product; features and benefits        

3. Analysis of our product’s features and benefits        

4. The objective of the sales presentation        

5. A list of questions to discover the potential customer’s needs/requirements        

6. A list of questions we may be asked        

8. The closing technique we will use        

9. The technique for our follow-up call        

10. References        

Attachment 1. Minutes        

1. Introduction

The following report will be an assessment of our plan for our sales presentation to a new potential customer.

2. Analysis of our main competitor’s product; features and benefits

As most people are aware Apple and Samsung have had a rivalry for years. Every product one produces the other tries to do better, but what a lot of people don’t realise is that when it comes to the iPad pro Apples biggest competition is the Microsoft Surface Pro 4 (Microsoft, 2015). The tablet provides you with a 12.3-inch screen which is a tiny bit smaller than the 12.9-inches of the iPad pro. For Microsoft Windows fans, the tablet provides the user with excellent image quality for streaming videos, editing photos or if you just need to do some number crunching on Excel.

The basic model starts at a price of €800 which gives you 4GB of memory and a 128GB of solid-state storage. The surface pro provides more storage that the basic level iPad. The surface pro also has a major feature that the iPad does not. This is the USB port which makes it easy to plug in memory sticks and other devices. It also comes with a mini display port which allows you to connect to a larger TV or monitor. It also comes with a complimentary surface pen also. The Microsoft Surface Pro 4 can come in four other versions, with all other versions breaking the €1000 mark. The top version costing the consumer €1600.

                                        

[pic 4]Figure 1: Microsoft Surface Pro 4 (Microsoft, 2015)

3. Analysis of our product’s features and benefits

When it comes to Apple Products, you know you’re going to get a top quality product for your money. This is no different with the iPad Pro (Price, 2016), Apple has always offered the user a unique yet simple experience when it comes to the iPad and now with the expansion of its screen to 12.5 inches with retina display it brings a lot more to the table. It also has double the processing unit speed than any other iPad. All versions of the iPad Pro come with an A9X microchip which is Apples fastest chip to date. A total of 7 times faster than previous iPads.

When it comes to Apples iPad Pro all versions have the exact same features and run on the exact same software which is currently I.O.S 9. The only thing that makes the other versions of the Pro different is the memory space. This is one of the unique selling points about the Pro. Compared to the Microsoft Pro which you have to pay for extra software. The pro comes in three memory sizes they are the 32GB, the 128GB and the 128GB which comes with cellular which allows the iPad to act as a phone which is a unique selling point of the product.

When it comes to the IPads camera it offers a lot more than the surface pro. It has features such as face detection, burst mode, Panorama video-recording and Auto-focus to say the least. One of the Pro’s main unique points is its ability to split the screen into two when working with more than one app. This is very beneficial when it comes to the business world as you could be on a face time call while looking at date or e-mails. Apple has 850,000 specially designed apps that make the iPad experience that bit more special.

The iPad’s battery will last 10 hours on continuous use doing things such as surfing the web, e-mails, face time and playing music. The surface pro only lasts 8. The security of the iPad is miles ahead of the Surface Pro with its Finger Print scanner which only allows access to the owner.

[pic 5]Figure 2: Apple iPad Pro (Price, 2016)

4. The objective of the sales presentation

The objective of the sales presentation is to educate the potential customer on the product that they will hopefully purchase. The first step will be to let the customer test the product, while they are testing the product, it is important not to discuss any important information. We want the customer’s full attention when we present to them. In order to persuade the customer to choose our product, the needs of the customer will need to be assessed in order to motivate them to choose our product. Once the needs are discovered, the main focus will be to explain the benefits of the product in relation to their needs.

If the customer already has a product of the competitors, we will give them a brief summary of why they should choose our product. This shall be done through a short analysis of what differentiates our product from that of the competitors. Using these techniques, we are confident that we will be able to motivate the customer to choose our product.

A retreat objective will be to schedule a meeting for another time if the customer feels they have not had enough time to choose. If the customer agrees to this, we will organise the meeting at a time of the customer’s choosing. In doing this, a relationship can be built with the customer.

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