AMHURST COMPUTER,

INC.
Group 4
Amandeep Chattha- BLP007
Nikhil Jain – BLP038
Prashant Pahuja – BLP044
Suvrata Sarma – BLP074
Introduction
• A large manufacturer of computer hardware and software.
• Jay Allen – A sales representative who had to achieve a sales target of $200,000 for the year. He
was $25000 short to achieve his quota.
• He received an opportunity from Uptown Clinic to purchase a computer system.
MISTAKES DONE BY ALLEN
• He focussed more on fulfilling his sales target of $25000.
• He bypassed Eloise and Seawell.
• His behavior reflected that he was an inexperienced sales person as
he was unable to sell Z600 and later on brought X300 in the picture.
• He assumed that Eloise and Seawell won’t convey his proposal about
X300 to the doctors.
 Alternatives for Allen
APPLICATION OF SPIN FRAMEWORK

Allen should have approached by asking “Situation Questions” economically only

 Make every factual question count.
 Collect facts about the buyers (Doctors) and their business need.
More focussed on asking Problem Questions
 Amhurst computers was the solution to solve the Clinic’s accounting problems.
 Asking about the difficulties or dissatisfactions that the clinic was experiencing with the
existing situation.
Mixture of Implication and Need Payoff Question
 Allen should have built the pain before introducing his Z600 or X300, rather than being pushy.
 What effect did the present Clinic’s accounting problem have on their output?
 Need Payoff question would have made the doctor’s acknowledge the benefits Amhurst was giving
them.
RECOMMENDATIONS FOR
PREVENTION
• Allen should be undergone more training to become an experienced
sales professional.
• Try to link between problems and solutions.