Beruflich Dokumente
Kultur Dokumente
Group 9
AAKASH KUMAR GUPTA
GAURAV SRIVASTAVA
KUNAL PESHIN
RAHUL BANSAL
PRITI SUREKA
SHRISH SOMANI
SRUTI NAIR
HALF A MILLION DOLLAR DECSION
WHICH COMPANY TO GO FOR ??
We recommend company to go ahead with
ANDREWS
Reasons to select Andrews
SAFETY & RELIABILTY
They offered (Scotsman Vacuum feeder) which was much more safer
and reliable then Bale's own vacuum feeder
INK WASH UP SYSTEM
Better functioning ink wash-up system as compared to Bale
BETTER THIRD PARTY SUPPORT FOR MAINTENANCE
Supplier for CNC functions of Andrews was located in close vicinity of
the plant as compared to Bales
OFFERS A DUAL SCREEN
POSITIVE REVIEW FROM THE FACTORY SUPERINTENDENT
Mr.Archie,the superintend of the Plant was very happy with the kind
of pictures he saw of the machines and with the interaction he had with
Mr. Jim Castell the sales person of Andrew
SMOOTH CURRENT OPERATION
When the Plant Manager made a decision to inspect , both the machine
of Andrews were working smoothly whereas that of Bale was
not functioning well
EIGHT EXTRA FEATURES
Features like Feed section (Scottsman) , English metric setup, 2 min set up
(No wash up),closed loop hardwire, soft wire open loop are present in Andrews
FREE INSTALLATION AND TRAINING OF EMPLOYEES
HALF A MILLION DOLLAR DECSION
WHICH COMPANY TO GO FOR ??
Contd.
.
RAISE CAPITAL REQUEST WITHIN THE COMPANY
REQUEST FOR QUOTATION
RESPONSE FROM THE MANUFACTURERS
MANUFACTURER SHORTLISTING
NEGOTIATIONS WITH MANUFACTURERS
PERFORMANCE CONTRACTS
FINAL PRESNTATIONS BY MANUFACTURERS
COMPARISIONS AND REVISIONS OF QUOTATIONS
FINAL INSPECTION BY THE COMPANY
FINAL DECISION AND SELECTION OF MANUFACTURERS
STEPS OF BUYING
PROCESS
MEMBERS INVOVED IN BUYING PROCESS
AND DECISION CRITERIA
1. RAISING CAPITAL REQUEST WITHIN THE COMPANY
The plant manager of BCB, Mr Flyn is involved in the first buying process of raising capital
Decision is based on the need and the requirement of the product and the value addition
it will add to the company
2. REQUEST FOR QUOTATIONS
The plant manager ,Mr. Flyn and the plant engineer Mr. Wood is involved .
In this is decision motive is to get a detailed cost estimation and have the flexibility to reconfigure the
machine as per cost constraint
3. RESPONSE FROM THE MANUFACTURERS
Sales Managers and Sales person of all the four companies
4. MANUFACTURER SHORTLISTING
The Plant Manager and Plant Engineer along with Plant superintended is involved
Decision to shortlist is based on the following
Expertise and of Seller
Previous track record and reputation of seller
Safety consideration
After sales Service
5. NEGOTIATIONS WITH MANUFACTURERS
Between Salesperson and Plant manager
6.PERFORMANCE CONTRACTS
Plant managers and Sales persons are involved
Decision is based on whether the manufacturing companies adheres to terms and
Condition specified by the company
MEMBERS INVOLVED IN
BUYiNG PROCESS
Contd
7. FINAL PRESNTATIONS BY MANUFACTURERS
Given by salesperson to Plant manager
8.FINAL INSPECTION BY THE COMPANY
Plant managers visits the current installations of the
manufacture's
And decision is based on the performance of current machines
9. FINAL DECISION AND SELECTION OF MANUFACTURERS
All the key persons like plant manager ,plant engineer and
plant superintendent are Involved and then a final consensus is
reached
MEMBERS INVOLVED IN
BUYING PROCESS
Contd
Company : BALE
Sales person : Dick Batemen
Positive : give
POSITIVE
> Engaged client
by showing video
>New innovative
suggestion to improve
efficiency
>Successful persuasion
by asking client to visit
installations by his
company
NEGATIVE
Lacked in credibility
ANDREWS
Mr.Jim Castrelli
POSITIVE
>Honest and reliable
> Engaged client by
showing video and
leaving Brochures
>Explained competitive
advantage o
> Changed the Price
based on inflation
> Quick Decision
making
NEGATIVE
Decisiom making under
pressure
POSITIVE
Waiting for clients
specifications and
bidding low price
accordingly
NEGATIVE
Went to client visit
without appointment
NEGATIVE
>No Background
Research about the
clients requirement
>Wasted critical time
in talking about his
experience rather
than discussing
project
RHONE
Mr.Dunnell
BALES
Mr.Dick Batemen
KALDER
Replacement Salesperson
PERFORMANCE OF EACH SALES PERSON OF
MANUFACTURER COMPANIES
KEY LEARNINGS
IMPORTANCE OF IDENTIFYING THE NEED AND FEASIBILITY OF THE PRODUCT
WHICH WE NEED TO PURCHASE
FORECASTING ABOUT THE PROFITABILITY THAT THE PRODUCT WILL OFFER IN
THE LONG RUN
DIFFERENT STAGES OF BUYING PROCESS AND MANAGEMENT
HOW TO MAKE A REQUEST FOR QUOTATION
DECISION MAKING UNDER UNCERTAININTY
NEGOTIATION SKILLS USED WHILE MARKETING
HOW TO FINALIZE A CONTRACT
THANK YOU