How to Sell ERP Role Play

Role play: Salesperson role

Introduction
In this role play you are a salesperson from Fortex Solutions, a partner with 75 employees.
Fortex Solutions has a vertical solution for chemical and pharmaceutical industries. It offers full
integration of sales, order management, procurement, production, quality control and finance.
The vertical solution is being used by more than 30 customers, and there are good references
available from different customers.

Objective
You are meeting the Director of Production for the first time, and your objective is to discover
his needs and possible benefits of using your ERP solution. The Director of Production is also
responsible for Quality Control.

Preparation
Study the case study (How to Sell ERP - Case Study) to anticipate the problems that the
customer might face. Think of possible benefits your vertical solution can provide.

Remember the objective of the meeting is to discover pains, and not to talk in detail about
functionality of your vertical solution.

Meeting
The meeting should take around 15 minutes.

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