and show how they benefit IBM, we will bring diagrams of the spindle motor architecture (see Appendix, Exhibit 5). These diagrams will help us illustrate the improvements Nidec has made with motor technology over the competition. Seeing the internal workings of the motor will aid IBM in appreciating Nidec’s technology.ReprintsWe are in the process of securing the November 23, 1998 issue of Business Week. In an article about the top 100 IT companies in the world, Nidec was ranked number 53. The article says that Nidec is the ultimate in spindle motor manufacturing.GraphsOur presentation will consist of a variety of graphs to help illustrate the ideas we are trying to present to IBM. One chart we are considering using compares Nidec’s motor specifications to IBM’s current supplier, Bantel (See Appendix, Exhibit 6).Audiovisual TechnologyThe bulk of our presentation will be executed using PowerPoint slides. These slides are flexible and easy to understand if done correctly. We pledge to make PowerPoint an aid in our presentation, and not use it as a crutch. We understand that we must engage our customers to maintain a positive relationship and close the sale.Negotiating Buyer Resistance and ClosingAnticipating Sales ResistanceNegotiating Sales Resistance Type What IBM Might SayMethodsWhat Nidec Will Say and Proof Devices Time Price Source Product “I need a few days to review your proposal.” “Yes, your price is reasonable, but I’m uncertain you can reduce your price over time. Is it a better value than I’m currently buying?” “I need to confer with my superiors.” “I’m concerned about the long-term reliability of your product.” Direct Denial Question, Superior Benefit Indirect Denial Direct Denial “As I understand it, time is a critical issue for IBM. If we can get a contract in force tod...
