STRATEGIC SELLING ® ADEQUACY OF CURRENT POSITION:

STRATEGIC ANALYSIS
EUPHORIA GREAT SECURE COMFORT OK CONCERN DISCOMFORT WORRY FEAR PANIC

Date: Salesperson’s Name: Match to Criteria

1/19/2020 Sherien Shouhdy Competition: Buying from Someone Else IDEAL CUSTOMER CRITERIA: +5 to -5
Account:
Al Tayyar Travel Group (Seera) Specify Competitors: TVPT / Amadeus 1. Growth +5
Current Volume: Total Potential Volume:
13,043 5,000,000 2. Brand Icon +5

SINGLE SALES OBJECTIVE My Position vs. Competition: Only Alternative Front Runner Shared Zero 3. Added Values / Solutions +3
Product/Service/Solution
Conversion SabrePoint of sale Place in Sales Funnel: Universe Above In Best Few 4. Partnership/ Loyalty +3
Sales Revenue/Other Units Close Date
300,000 03/31/2021 Timing for Priorities: Urgent Active Work it in Later 5. NEF +3

ROLES DEGREE OF INFLUENCE MODE RATING:

E = Economic H = High G = Growth EK = Even Keel sales objective. Positive = +1 to +5 Negative = -1 to -5
T = Technical M = Medium T = Trouble NOTE: Win-Results Statement: a short statement of the personal Win that a Buying
RED FLAG: R Uncovered Base, New Players/Reorganization, Uncertainty/Lack of Data
U = User L = Low
C = Coach STRENGTHS: S Areas of differentiation; Opportunities to improve your position

BUYING INFLUENCES INVOLVED ROLE

DEGREE OF
MODE BUYING INFLUENCE’S KEY WIN - RESULTS RATING
HOW WELL IS BASE COVERED?
NAME, TITLE, LOCATION INFLUENCE WIN-RESULTS STATEMENT EVIDENCE TO SUPPORT YOUR RATING:

Abdulla Aldawood E H R OC R CEO the final decision maker R -1 R

Tarique Khattri T H R G R EVP for COE - Tech focused / co founder of OTA Tajawal, moved to new role overlooking R +1 R His transparency is major assets, his appreciate for our historical and deep
off & online strategies, In 2019 was not interested in committing to 1S insight of the ATG is appreciated to support his change aspiration internally.

Saud Aloraifi T M R T R EVP Travel Management - Not interested in exerting additional effort - currently away R +2 Not in favor of the additional effort required to work with 1S - Bringing a new
from GDS decisions. Economically driven GDS would increase his workload and commitment. Strong personnel link TVP

Abdulrahman Almutrib T H R OC R CIO - One of KSA leading technologists. Highly reputed and receptive to value of R +1 Open to understand 1S direction, challenging to reach due to his exposure and
technology proposition. Requires laser focus on ABM building 1S value SR involvement across the group and KSA evolution into the tech space.

Osama Maayeh C M S EK R Overseeing airline related matters including GSA. Value for the company out of any deals. S +2 His views are being considered by the new management due to his long
experience in the company.

Muzamil A Hussain T H R G R EVP Consumer Travel

SR SR

L
M
H SR EK
T
G
OC SR SR

SUMMARY OF MY POSITION TODAY POSSIBLE ACTIONS BEST ACTION PLAN

A GOOD SALES STRATEGY LEVERAGES STRENGTHS AND REDUCES OR ELIMINATES RED FLAGS

STRENGTHS: First gain their interest in regards of products, road shows, STX...etc. WHAT: WHO: WHEN:
Tarique acknowledges Sabre but questions the 1A link with SV that is the 1st line of push back. Keeping Sabre presence across multi touch points in KSA & DXB On & Off line. Meeting with Tarique

Slowly they are getting out of the Government Business Driving 1S strategic direction, airline alliances GF & EY and targeting weakness of TVPT Introdduce and engage Consultancy team

Building alliance with Tarquie to support his transformation across ATG levels Laser focus on ABM building 1S value

Working to clean up 'historical issues' and re establish Sabre trust credibility

RED FLAGS: INFORMATION NEEDED: FROM WHOM: WHEN:

Back office "Tapro" to adapt any GDS into Tapro, Links with ATG stake holders

Not aware the new enhancement of Tapro over the past years Abdulrahman degree of influence

He is strongly associated with 1A due to their investment during Tajawol start up

Avoid levarage GF relationship

© 2015 Miller Heiman Group. All rights reserved.

 STRATEGIC SELLING ®

STRATEGIC ANALYSIS
OPPORTUNITY DETAILS
Date: Salesperson’s Name:
1/19/2020 Sherien Shouhdy
Account:
Al
Al Tayyar
Tayyar Travel
Travel Group
Group (Seera)
(Seera)
Current Volume: Total Potential Volume:
13,043 5,000,000

SINGLE SALES OBJECTIVE

Product/Service/Solution
Conversion
Conversion SabrePoint of sale
Sales Revenue/Other Units Close Date
300,000 03/31/2021
03/31/2021

COMPETITION / SALES FUNNEL

Competitive Alternatives for my Single Sales Objective::

IDEAL CUSTOMER CRITERIA:

Best Customer Traits Worst Customer Traits

© 2015 Miller Heiman Group. All rights reserved.

 BUYING INFLUENCES INVOLVED ROLE
DEGREE OF
MODE PERSONAL WIN BUSINESS RESULTS
NAME, TITLE, LOCATION INFLUENCE

Abdulla Aldawood E H R OC R
SR

Tarique Khattri T H R G R
SR

Saud Aloraifi T M R T R
SR

Abdulrahman Almutrib T H R OC R
SR

Osama Maayeh C M S EK R
SR

Muzamil A Hussain T H R G R
SR

L
M
H SR EK
T
G
OC SR

COACH AND EVIDENCE TO SUPPORT 3 COACH CRITERIA

Coach Evidence

Abdulrahman Almutrib

SUMMARY OF MY POSITION TODAY

STRENGTHS:

RED FLAGS:

Back office "Tapro" to adapt any GDS into Tapro,

Not aware the new enhancement of Tapro over the past years

He is strongly associated with 1A due to their investment during Tajawol start up

© 2015 Miller Heiman Group. All rights reserved.

 STRATEGIC SELLING® OVERVIEW: GETTING TO KNOW YOU

Not my Looking for Want to

strongest area best practices leverage this

Have a solid action plan to move a sale forward

Understanding the personal goals of each individual

What else are you hoping to learn?

© 2015 Miller Heiman Group. All rights reserved.