ALL RISK INSURANCE & NATIONAL NETWORKS
I. BACKGROUND
Jim Robert is a network account specialist for National Networks and a specialist in large corporate network solution. He is also been working at the All Risk Insurance for technology-buying group.
Technology- Buying Group
Joyce Fields (Director of Information Systems)
John Harris (Comptroller and CFO)
Mike Davis (Director of Agent Services)
Dianne Sheffield (Director of Customer Services)
Through several meetings of the technology- buying group he has been scheduled on Wednesday to present his recommendations and demonstrate why they should select National Networks as a supplier for their sizable project. Roberts also knows that there is only one Competitor who will also be making a presentation. Both of the Vendors are identical due to the detailed specifications that All Risk Insurance had included in the Request For Proposal (RFP) specially the prices is also Similar to other competitor. (See the Table Below)
| Features | Capability of National Networks | Capability of Competitors | Benefits |
| Service & Repair Centers | 175 affiliated service and repair centers across the United States | 21 affiliated service and repair centers across the Untied States | Ensures fast and reliable repairs for hardware and software |
| Installation and testing | Installation and testing done by National Networks employees | Installation and testing outsourced to several different companies | Knowledge that all installations will be done the right way |
| Customer call center | 24 hour, 7 days per week, & staffed by National Networks employees | 24 hour, 7 days per week, and staffed by an outsource commercial provider | Knowledgeable staff always available to assist All Risk Insurance Employees with problems |
II. STATEMENT OF THE PROBLEM
1.) How will Jim Robert Makes his presentation more efficient to the Technology-buying group?
III. OBJECTIVES
· To be able to acquire knowledge on how will Robert make his report more convincing.
· To be able to acquire knowledge on how Robert will enhance his presentations to the Technology-buying group.
IV. ALTERNATIVES COURSE OF ACTION
Strategy 1: Modified Presentation tool ver. A – In this 1st presentation tool he can use Visual Aids. This kind of tool allows the salesperson to involve more one or more of the buyer’s senses in the presentation and it also help to illustrate features and benefits.
Pross: This tool can be done by a Slideshow or a PowerPoint. This has the most popular tool that every presenter has done. It adds clarity and dramatization to impact the effectiveness for sales presentations.
Cons: In doing Slideshow we can edit more easily and by these they are some Slides that are not appropriate for the nature of proposal that he should use. Especially the colors there are some scenarios that the presenter will make his slides, pictures and Color of the text has the same color and this will make the slideshow more difficult to understand.
Strategy 2: Modified Presentation tool ver. B
Strategy 3: Modified Presentation tool ver. C
