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Sales and Distribution Management - Class Activity

Himanshu Agrawal PGP/24/445

Aakanksha Chaudhari PGP/24/374

Comments as a Seller:

● We find the buyer less interested in listening to what we are offering and how it can
resolve their problems.
● Buyers directly asked to discuss about the product (Which happens due to may be more
number of situation and problem based questions)
● More time was needed to address buyers' concerns to show them the profitability and
how user friendly our product is.
● The buyer was more interested in the monetary benefit part rather than on understanding
the features and the eventual, long-term benefits incurred due to the products.

Positives about the sales pitch:

● Good introduction from the seller side while engaging in conversation and gaining
attention of the buyer.
● We were able to cover different types of questions while considering the SPIN model of
selling and refined those questions based on the buyer’s response.
● We were able to understand the current situation of the buyers and were able to justify
our product with respect to the first few problems stated by the buyers.

What could’ve been done better:

● Once the buyer seemed more interested in the product than giving out information about
the product, we as sellers could have jumped to the sales pitch part and then come back to
the remaining relevant questions.
● We could not factor in the time required and hence rushed towards the end of the call,
being unable to close the call in an efficient way.