1. Narrate your understanding of the selling/buying situation described in three case lets.

In the first case we learn about del which is dependable equipment limited a company that
manufacturers popcorn making machines and different parts which fits into machines manufactured
by itself and also its competitors we get to know that this brand is competing with 2 other brands and
recently they have received 2 offers from 2 different groups of customers which are looking for these
machines do you also get to know that lately the sales of del has been low and there is an urgency in
the management to convert these sales into a success full sale
We get to learn about this company, PPP, which has been in the business of popcorn making for years
but lately this company is facing some kind of issue the issue arises because of the suppliers Martin
who were the primary suppliers of machine but lately there have been some quality issues because of
which they are facing a lot of trouble and now PPP is looking for new machines and new contracts
from distributor who can provide them air filter and spare parts of machine
In the final case PDI or paramount distributing inc. was a company that used to distribute supplies to
regional popcorn distributing brands lately it was losing on sales because of its supplier Morton who
was providing faulty equipment, they had no relations with other two companies , reliable and
dependable, PDI followed a somewhat flexible system of sales, where it collaborated and made joint
sales call , its main customers were pleasant and perfect popcorn for whom it had to stock a certain
amount of inventory and had done a contract of 250,000 dollars in case it fails to do the work
effectively,Morton Equipment had recently experienced considerable quality problems, which was a
major concern for PDI’s management. Although this affected only two products, air filters and
oscillating screens, this was a problem as these were important parts for popcorn processors . Now
they were looking for an alternative from either dependable or reliable for the supplies of filters and
screens which would allow PDI to overcome its shortcoming because of its existing supplier morton

2. How has Technology affected Selling to Groups?

use of technology can boost ability to sell to groups in the following ways
1. CRM-use of customer relationship management software this kind of software can utilise large
amount of data that has been gathered from different sources and use this data to analyse and
come to terms with a different kind of selling strategies and information that can be used to
boost sales
2. Use of video calls-this has revolutionise the way in which selling could be done earlier a lot of
buying and selling used to happen physically for example if the seller is sitting one part of the
country say Mumbai and he has to sell in Delhi for his buyer is located then he has to travel all the
way to Delhi with his products presentation and all sales team and it used to cost a lot and also
was time consuming but with the advent of video conferencing one can present their products
online using video conferencing and in this way they can save time money and effort.

3. Use of data base:- with advent of technology , now it has become easier to gather information
and dissemination of information has also become easier, this information about potential
prospects and groups looking to buy some kind of product or service , and this digital data can be
bought or sold to organization, sales team and companies.

3. Critic of the video?

In case 1
The video starts with buying team and selling team doing their discussions, the part played by
aryaman was impressive he explained and answered the questions in a lucid and convincing manner
his confidence levels were also good , when it comes to the sales managers Anushka gupta was also
great , as she was very much clear about the product and it features (even though there was a
technical glitch in the video as well which made it really hard for us to understand what they were
saying ) the confidence level of sales representative was little bit less but overall he did ok also the use
of PPT made the presentation a lot better when they explain the different features of the popcorn
making machine using the PPT that was something which was the deal maker, but one thing that I was
confused about was the point where the sales team asked whether they would like to avail a discount
of 10% ? and in reply to this the buyer team said no we want 5% discount , this was little bit confusing.

In Case 2 PPP and PDI

in this case the sales team was very confident especially the explanation given by apurva tiwari who
played the role of sales representative 2 and another sales representative was played by Ashish
ranjan who was also good in his role, aryaman once again explained everything in a concise and lucid
manner he is confidence was also top notch which exuberated the quality of a nice executive
manager, the explanation given by the team was also great that why the quality of the product was
building and how the company that is selling the new product is deciding on to improve the quality of
the coils and filters.

In case 3
Here the purchasing manager, the operations manager and the senior sales representative is involved
the senior sales representative is trying to convince the operations manager and the purchasing
manager that they can offer the company different kind of products which are used in the machine
which are of high quality such as they have integrated additional features like AI etc so initially they
disagree on the price that have been set by the senior sales manager that is aryaman in this case but
later on he is able to convince them to buy his products at a negotiable price which is good for both of
them and the deal is finalised even though apoorva (OM) make sure that they will place the order
only after they are convinced that this is going to be a good product and at the same time she also
discuss its a penalty clause the overall conversation between all the members this group was good
and this was good role play.

Submitted by Submitted to
Kartikey Sharma prof. SR. Singhvi