MKT2080 Final Role Play Call Planner Template (15%)

Partner 1 Name: Jaspreet Singh

Final Role Play Product
Assigned: (deduction of 5 marks
if wrong product is entered here)
Target Market for Final Role
Play Product: (1 mark)
What is SRP?
Where did you find this
price? Include link to
product with price. (1 mark)
Main Competitor to your
Final Role Play Product:
(1 mark)
List 1 strength and 1
weakness for the
competitive product:
(1 mark)
Toguard 2.5 mirror dash cam GPS voice control.
Automobile accessory shop and insurance company.
The suggested retail price for the product is $99.99.
It is found in Walmart.
https://www.walmart.com/ip/Dual-Dash-Cam-Front-Rear-2-5K-
TOGUARD-12-inch-Full-Touch-Screen-Mirror-Car-Camera-Cars-Vehicle-
Waterproof-Enhanced-Night-Vision-Parking-Assistance-G-/821520636
APEMAN 10-inch Touch Screen Mirror Dash Cam Front and Rear
Camera 2.5K Dual Dash Camera.
Strength: Price of the product is less than our product.
Weakness: Screen size is 10 inches whereas the screen size of our
product is 12 inches.

Buyer Needs. List 5 needs 1. Out of stock

your product can satisfy for 2. To show technological advancements of products.
the B2B Buyer (situational, 3. Fulfilling the customers’ needs.
social, functional, 4. Product of a reputed brand.
psychological, knowledge) 5. To know about the technological advanced products.
(5 marks)
Prospects - Think about the criteria for your ideal Prospect for your Final Role Play Product. You will be
focusing on small to mid-size companies. Name, address, phone, key contact in the organization: who
they are and their title.
List 5 criteria for a Prospect 1. Budget: Is the budget available?
that would fit your assigned 2. Authority: Are the persons authorized to buy?
product. What are the 3. Need: How much is the need of the product?
common attributes that this 4. Timeline: When will the product be bought?
ideal prospect would have? 5. Trust: Is there trust about the product on the company?
(5 marks)
Research 3 small or mid-sized real-life companies that fit your criteria above that you would contact to
set up a sales call to sell your product. List the company details in each section, research who the
appropriate person to contact would be on their website or LinkedIn Profile. Please note: Companies
such as Walmart and Canadian Tire are large companies and will not be accepted for this assignment.
Company 1: Name: Napa Auto Parts
Head Office Address: 7025 Rue Ontario E, Montreal, Quebec, H1N
2B3, Canada
Head Office Phone: (979) 245-5506
Link to their Website: https://www.napacanada.com/
Contact Name/Title: Pedro Catarina
Why do you think this prospect is They are seller of automobile spare
(10 marks) suitable for your product? parts.

Company 2: Name: PartSource

Head Office Address:
Head Office Phone:
Link to their Website:
(10 marks) Contact name/title
Why do you think this prospect is
suitable for your product?
336 Courtland Avenue, Vaughan, Ontario ,
Canada
(866) 807-1902
https://www.partsource.ca/
Aaron Puckett
They are the seller of all categories of
spare parts and accessories of cars.

Company 3: Name: Victor Canada

Head Office Address: 500-1400 Blair Towers Place
Ottawa, Ontario K1J 9B8
613-786-2000
Head Office Phone: https://www.victorinsurance.ca/
Link to their Website: Ajitkumar Rai
(10 marks) Contact name/title
Why do you think this prospect is Can approach insurance companies to
suitable for your product? tie up with our part. Easy to claim
insurance with camera recording, will
benefit both.
FAB
Benefits based selling with supporting information will lead to more sales
Feature Advantage Benefit
List one feature per box Performance Characteristic Something that will matter to the
(1 mark each – 3 marks (1 mark each – 3 marks total) customer, the so-what?
total) (1 mark each – 3 marks total)
1. Camera Recording Recorded videos of places Future use of recorded videos.
driven
2. GPS Navigation Can drive with the help of cameras
to unknown destinations.
3. Voice Controlled Device Hands free operation Can drive efficiently with voice
controls.
Customer Value Proposition A concise statement of how you will add value to the prospect’s
business by meeting a need or providing an opportunity. Include a brief description of the product you
will be proposing during your final role play meeting.
Description of Your Product: TOGUARD 12" 2.5K Mirror Dash Cam GPS Voice Control Rear View
(2 marks) Mirror Camera, Touch Screen Front and Rear Dual Lens Dash Camera
for Cars Waterproof Backup Camera with Parking Assistance Night
Vision
Value Proposition Can sell to the customer because dash cams document the driving and
Statement (1 sentence): enable to record anything that happens on the road. This protects
(2 marks) against fraudulent insurance claims, deters theft and can lower car
insurance premium.
USP (Unique Selling The dash cam comes with a separate GPS setting and also the camera
Proposition): recording is an extra feature in the device. The front and rear camera
(2 marks) can be viewed together on the same screen.
Pre-Approach Plan- Select one of the Prospects you researched above. The remainder of this Call
Planner will be completed with this Prospect in mind.
Name of Qualified Recorded videos which can help in the claim of insurance.
Prospect: (1 mark)
Why did you choose this This prospect is chosen by me as because this is the most
Prospect: (2 marks) advantageous aspects I find in using the dash cam for which the
retailers can sell it to the customers for their use.
If you were to enter this The details I would include about the product in my CRM program are:
Prospect into your CRM  Recorded videos of both front and rear cameras
program such as Salesforce,  Voice controlled device
what details would you  GPS navigation separately available for the device. No need to
include? List those details connect your cellphone for the purpose of GPS.
here: (3 marks)
Sales Call Objective In this meeting I would like to achieve 5 goals:
What do you wish to achieve in i. I want to gain the skills of convincing my buyer to buy my
this meeting? product.
Make sure you set a SMART ii. A measurable goal of getting promotion in my company
goal. (2 marks) “Toguard”
iii. An achievable goal of gaining convincing power.
iv. I want to achieve a relevant goal of selling to the right buyer.
v. I want to achieve to convince the buyer to buy the product in a
very short span and reorder in future too.
Marketing Plan details The marketing of the product can also be done very efficiently and will
(location in store, advertising surely get a good response. In the store we will be putting posters and
details, in-store promotional branding of the product via which customers will get attracted and the
material, return policy, pull strategy will work for us rather than the push strategy which will
warranty, spokesperson, push create a strong relationship of the customer to the brand. With an one
and pull strategy). Make sure
year warranty program, flexible return policy and giving value to the
they are applicable to the
assigned product or service customers it can become a booming product in the whole store.
and to the prospect you have
selected: (3 marks)
Business Proposition (may The cost price of the product is set at a very minimal rate of $55.75 and
include the cost of your the SRP of the device at $99.99 which gives a very good margin of
product, SRP, margins, 55.75%. On bulk purchase the cost price of the product will also
incentives that you would offer decrease to $50 which can give you more margin.
the buyer) (3 marks) Key benefit is while purchasing of camera the customer will buy the
insurance plans too.
Recommended Order: It is recommended that you buy at least 1000 pieces of the product so
(2 marks) that the cost price of the product reduces automatically.
Negotiable Details (may Free samples for the product are not available, but on the contrary one
include training, free samples, free demo of the product usage will be available in store and also you
contest paid by supplier, be will be given a training for the demo. The expenditure of these will be
creative with your ideas here) on us.
(3 marks)
Planning the Approach – This section includes what you would say to the prospect either on a cold call
or your first meeting. For the prospect you have selected above, script two different approaches for
your assigned role play product. State the approach and write what the salesperson will say exactly.
Remember, the approach should match the customer.
Approach 1
What approach would you
use for this Prospect: (1
mark)
Why did you choose this
Approach: (2 marks)
State exactly what you
would say (a script) to the
customer: (3 marks)
Approach 2
What approach would you
use for this Prospect: (1
mark)
Why did you choose this
Approach: (2 marks)
State exactly what you
would say (a script) to the
customer: (3 marks)
Needs Analysis Questions – Create 5 open-ended needs analysis questions that will uncover the
customer’s real needs. This will help you tie their needs to your FAB.
Question 1 (2 marks)
Question 2 (2 marks)
Question 3 (2 marks)
Question 4 (2 marks)
Question 5 (2 marks)
100 marks total
Good morning sir, this is Jaspreet Singh speaking from Toguard. Is it
the right time to talk to you?
I’ve chosen this approach as because I should first know whether the
time is correct for speaking to the opposite person or not.
I would like to inform you about a very fabulous product of ours
which is the Toguard 2.5K dash cam GPS with voice control system.
These days the dash cams are very much in demand so I’ve come up
with a variety of offers for you to sell the product to the customers.
Hello, myself Jaspreet Singh from Toguard. I hope you are fit and fine
and will be able to talk to me right now.
This approach shows a confident in the speech which convinces the
opposite person very highly as the tune and matter of a conversation
puts very much effect on the opposite person.
I will be giving you some information about a very super product of
ours which is basically a dash cam but has many technological
advanced features which makes it a premium product among all.
Will the product be replaced or repaired if gone out of order before
warranty period expires?
What will be the after sales service of your company?
What is the average life span of the product?
After how many days can I pay the payment of the products?
Will the installation of the product be done by the customer or by the
company’s authorized technicians?