As viewed by Frank, sales department is the backbone of every company that practices production activities. Without the salesperson produced goods may not get a market and therefore the company will not be making any development. In most cases the sales department of a manufacturing company is viewed as the control point and most people base the success of a company with the performance of its sales team. Finished goods must be sold to earn the company some revenue, which will be used in manufacturing more goods, paying its workers as well as the maintenance of the assets in the company. When the sales department of every company fails it is no doubt that the company will go under liquidation.



As the sales person for innovative software products, I will be very aggressive to ensure that my department does not fail the other departments of the firm in their efforts of simulation software. Having indicated some interest in our products, the city of Monroe fire department is most likely to be a potential customer of our products. I therefore ensure that they learn all the details about the innovative software products, which will help them in determining whether this will be useful to them as they train fire fighters.

Before meeting Dennis Gorman, who is the chief of recruitment and training at the city of Monroe fire department I will ensure that my innovative software products are in order and working well this will be through testing them in a safe environment accompanied by the firm's engineer to ensure that they are all functional. I will also liaise with the manager in charge of production of production department to ensure that there is enough supply of the products to ascertain that my clients gets what he/she requires. I will go ahead and conduct a pilot test in a different fire fighting department where fire fighters will be trained for free, the feedback obtained from this pilot test will be very important to ensure that my products are effective as per the customer demands and expectations. I also link up with the company's training manager to ensure that he accompanies me as I meet Dennis Gorman so that he can train him.

Upon meeting Dennis Gorman I will give a brief history about our company, it's activities, mission as well as vision statements. I will briefly mention the various innovative software's that it deals with. Assisted by the company's training manager we will train Gorman on how to use the software through explaining to about the fire fighting software, its components, it's purpose and how it has been tested and proved by various organizations. For example, I will talk about the software I sold in the recent past to the British Airways for training it's pilots, I will point out how effective it has been based on the feedback received i.e. through production of documents from my clients (British Airways) in support of my arguments. I will also touch on the software used for training physicians as well as citing examples of the many hospitals that have acquired my software not forgetting to mention it's effectiveness when it comes to the training of physicians.

The demonstration worksheet will include inviting our firms training manager to do the software demonstration for Mr. Dennis Gorman, this will be aimed at establishing whether the software is in order and also to ensure that the chief of recruitment and training at Monroe fire department understands how to use this software in training fire fighters. I will expect Dennis to do a demonstration on his own just be sure that he understands all what is expected from a trainer. Practicing the demonstration repeatedly will give him confidence thus making him to propose the acquiring of the software to his company's administration department considering that he will be having all the knowledge pertaining to the software.

For closing the sale I will apply buyers intentions method, simplistically this approach will involve asking the customers or a representative, cross-section of them, what their buying intentions are for future periods. This will ensure that the customer gets the need of the software in their company since it creates room for effectiveness which translates to increased production. This will also ensure that proper demonstration is done a move that will be aimed at maximizing sales. The reason for selecting this method is that it has got very many advantages compared to other methods. Some of these advantages include

The method bases its forecast on information obtained directly from product uses, whose buying actions and behaviors will actually determine sales. This will help me in predicting sales depending on the feedback obtained from my clients.

It gives the forecaster a subjective feel of the market and of the thinking behind the users buying intentions.

It bypasses published or other indirect sources, enabling the inquiring company to obtain it information in the form and details required.

Nigel concludes that, buyers? intentions method offers a possible way of making forecast where other methods may be inadequate or impossible to use, for example, forecasting demand for a new industrial product for which no previous sales record is available.

After the meeting I will give Dennis Gorman a period of two weeks to go and discuss the same with the management team in his company. Afterwards, I will pay him a visit as a follow up just to inquire if I may supply the software to him I will also have a chat with the company's CEO to ascertain their interest in my products. I will emphasize on the economic importance attached to this software a thing that will help in building more confidence to my clients.