cations?Presentation ProposalObjectivesThe objective of this sales presentation is to close the sale in one visit. Ideally, our close will entail convincing IBM to agree to use Nidec as its sole spindle motor supplier for at least two years. If we are unable to secure this type of commitment in a single visit, we would at least like to schedule an appointment for a commodity engineer and commodity manager from IBM to tour Nidec’s San Jose facility.StrategyOur presentation strategy will be persuasive in nature. IBM is already familiar with spindle motor technology, negating the need for an informative presentation, and both the commodity manager and the commodity engineer have the technological expertise to recognize a superior spindle motor manufacturer. Our strategy is to persuade IBM that Nidec is superior in this respect. The following are key aspects of our strategy adapted from pages 235-237 of Selling Today: Solidify the relationship already developed with IBM - In our scenario, Nidec has had a history of selling cooling fans to IBM. Using our established relationship with IBM, we will attempt to increase our product offering. We will demonstrate how both IBM and Nidec will benefit from this relationship. IBM will better be able to meet its goals of faster design and lower production prices. Nidec will benefit from the hundreds of thousands of spindle motors that IBM would order.- In the process of solidifying this relationship we will emphasize Nidec’s commitment to the double-win philosophy. Demonstrating this commitment will encourage IBM to agree to a new venture with Nidec. By agreeing to perform the service of a liaison between IBM and its HDD suppliers, we will show our commitment to the attainment of IBM’s goals. It is out of the ordinary for suppliers to voluntarily assume this responsibility, but we will emphasize that this type of cooperation helps ensure the survival of the industry by cutting costs,...
