Quiz 7: Sales Dialog: Creating and Communicating Value

Business

OFC is a specialized company in providing the customized and designed furniture solutions to the customers. They sell furniture from the reputed manufactures however, they add value by assessing and providing furniture as per the respective customer needs and requirements. Likewise in other industries, competitors are high in the furniture industry but are solely focused on providing the furniture at the lowest price. NA, a growing accounting firm plans for expanding their staffing to meet its growing needs of present and also for the future. This expansion led to search for a new office space in such a way, it meets the future objectives of the company. The company plans on purchasing the new and customized furniture to make optimum use of the new office space so, as to make the employees work easy and flexible. In meeting with the sales representative of OFC, the following points were identified as the needs of the company in purchasing the furniture: • To provide a professional and customer-friendly impression for the office, as they meet the majority of its clients and spend their potential time in the office • Make productive use of the available space in such a way accountants and staff individually were provided with sufficient space to store their files and documents, which could not be accommodated in the current office premises • The furniture must be designed as it meets the changing technological trends and advancements in the industry • The furniture designed must be flexible to adapt as per the changing organizational arrangements, in relation to the future growth prospects The sales representative has prepared a presentation addressing all the above mentioned needs of the NA Company. It is evident that the competitor has already presented the solutions before the management at a lower cost than the one prepared by the sales personnel of the OFC. The following are the ways to overcome the lower price offer by a competitor: • By providing the multi-utility customized furniture that is flexible to adapt as per the respective situational need For e.g. Simple computer table can be converted into an extendable table where, multiple systems or laptops can be placed having a provision for projector for short term presentations with a small team • The assured and long lasting quality of the furniture sold from the manufacturing giants of the industry would provide premium experience and value add image for the office premises • By offering free annual maintenance services in terms of maintaining the polished and royal look of the furniture for the period of two years • Though the furniture designs offered are little pricey, it depicts the value spent towards it and would enhance the company's image among the customer group • The furniture designed in multi colors maintains a unique identification for each of the department and in turn creates a colorful and joyful work station, which acts as a stress buster and keeps the personnel refreshing Thus, in the above ways the management of the NA can be convinced to procure customized furniture designs from OFC with multi-level benefits offered by the company with quality assured services.

OFC is a specialized company in providing the customized and designed furniture solutions to the customers. They sell furniture from the reputed manufactures however, they add value by assessing and providing furniture as per the respective customer needs and requirements. Likewise in other industries, competitors are high in the furniture industry but are solely focused on providing the furniture at the lowest price. NA, a growing accounting firm plans for expanding their staffing to meet its growing needs of present and also for the future. This expansion led to search for a new office space in such a way, it meets the future objectives of the company. The company plans on purchasing the new and customized furniture to make optimum use of the new office space so, as to make the employees work easy and flexible. In meeting with the sales representative of OFC, the following points were identified as the needs of the company in purchasing the furniture: • To provide a professional and customer-friendly impression for the office, as they meet the majority of its clients and spend their potential time in the office • Make productive use of the available space in such a way accountants and staff individually were provided with sufficient space to store their files and documents, which could not be accommodated in the current office premises • The furniture must be designed as it meets the changing technological trends and advancements in the industry • The furniture designed must be flexible to adapt as per the changing organizational arrangements, in relation to the future growth prospects The sales representative has prepared a presentation addressing all the above mentioned needs of the NA Company. It is evident that the competitor has already presented the solutions before the management at a lower cost than the one prepared by the sales personnel of the OFC. The NA Company must be offered specific value in terms of the following: • Value in terms of commitment by providing the most appropriate customized designing of the furniture that could be utilized for multi-purposes making optimum utilization of the work place • Value in terms of building trust and reliability by offering the best quality furniture from the manufacturing giants and by providing accurate services for the assured period of time • Value in terms of the expenditure made towards the furniture by assuring the professional and customer-friendly image desired by the management of the company In addition to the above, the most important value that must be offered is customer-satisfaction in relation to the furniture and services provided. It plays a vital role in any nature of the industry, as the customer must feel valued for every penny spent by them. It is the most basic aspect essential for any sustainable business model.

OFC is a specialized company in providing the customized and designed furniture solutions to the customers. They sell furniture from the reputed manufactures however, they add value by assessing and providing furniture as per the respective customer needs and requirements. Likewise in other industries, competitors are high in the furniture industry but are solely focused on providing the furniture at the lowest price. NA, a growing accounting firm plans for expanding their staffing to meet its growing needs of present and also for the future. This expansion led to search for a new office space in such a way, it meets the future objectives of the company. The company plans on purchasing the new and customized furniture to make optimum use of the new office space so, as to make the employees work easy and flexible. In meeting with the sales representative of OFC, the following points were identified as the needs of the company in purchasing the furniture: • To provide a professional and customer-friendly impression for the office, as they meet the majority of its clients and spend their potential time in the office • Make productive use of the available space in such a way accountants and staff individually were provided with sufficient space to store their files and documents, which could not be accommodated in the current office premises • The furniture must be designed as it meets the changing technological trends and advancements in the industry • The furniture designed must be flexible to adapt as per the changing organizational arrangements, in relation to the future growth prospects The sales representative has prepared a presentation addressing all the above mentioned needs of the NA Company. It is evident that the competitor has already presented the solutions before the management at a lower cost than the one prepared by the sales personnel of the OFC. The most effective way to communicate the value of proposed office equipment design is through providing multi-utility customized furniture that is flexible to adapt as per the respective situational need. For e.g. Simple computer table can be converted into an extendable table where, multiple systems or laptops can be placed having a provision for projector for short term presentations with a small team. In addition to the above, it could be most effectively communicated as follows: • Installation of multi-utility furniture saves a lot of time in terms of efforts in the process of use and by explaining the concept of optimum utilization of the office space in relation to the investment made towards it • By taking a particular office space into consideration and virtually arrange furniture so that the accurate benefits and value of the customized furniture can be proven through the presentation • By assessing and evaluating the value addition on the investment towards the customized furniture in the form of statistics, it helps in communicating the benefits in the long run Thus, the value of the customized equipment design can be effectively communicated in the above mentioned ways.