Team 5 & 6 (Negotiation Roleplay Script) [PDF]

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Role Play Script – Negotiation (Team 5 & 6) Roles Sales Company (Dependable Pvt. Ltd) Milind Pant: Sales manager (Dependable) Victor Paul: Sales Representatives (Dependable) Rahul Gupta: Engineering manager (dependable)



Purchase Company (Perfect Popcorn Processing Co.) Rishabh Bansal: Capex Purchase Manager (Perfect) Robil Goyal: MRO Manager (Prefect) Saakshi Sinha: Finance manager(Perfect)



FRIDAY Sales Representative (Dependable) approaching Perfect Popcorn Co. for a face-to-face meeting. VICTOR: Good Morning sir! Greetings of the day. This call is in response to your interest shown in purchasing our popcorn processing machine/equipment. Saakshi: Thank you for calling and getting back to us. We were hoping to get a meeting arranged soon in the coming days. VICTOR: So kindly let me know a convenient time slot so that we can visit your company for a sales meet. Saakshi: Okay wait for a while. I will confirm with my Sales manager and get back to you. VICTOR: Okay sure, sir! Saakshi: Thank you for staying on call. I have confirmed with my Sales Manager and have decided to have a meeting scheduled on Monday at 10 in the morning. Is that okay? VICTOR: Yes, that’s perfectly fine with us. Thank you for your confirmation, sir. We’ll meet on Monday then at the scheduled time.



MONDAY Victor: Good Morning Everyone. Thank you for having us here for the meeting. Robil: Good Morning. It’s a pleasure to have you all here. Milind: We are here representing the company Dependable Pvt Ltd. I am the Sales Manager and along with me I have Victor who is the Sales Representative and Rahul as the Engineering Manager. Rishabh: Thank you for being here. My name is Rishabh and I am the Capex Manager and meet my team members Robil, the Operations Manager, and Saakshi, the Engineering Manager. Victor: It’s a pleasure to meet you all in person, sir. Okay so firstly before starting off we would like to know what are your expectations from us? Rishabh: We expect good quality industry standard products from you at reasonable prices. Victor: How much time are you expecting from our machines to work without failures? Saakshi: We are expecting a mean time of more than 10000 hours without failure. Rahul: Do you have any specific requirements? Robil: We do not have any specific requirements but the machines should meet the industry quality standards. Victor: Okay so we’ll start with a brief introduction about our company and our product and will try to cope up with your expectations. Milind:So we’ll start our presentation with company background. The Company DEL is a well-established and certified food equipment manufacturer company. DEL maintained very high quality standards associated with all food products. The company exceeded all standards for food processing equipment and had received a number of quality awards. Victor: Now, coming to our product’s briefing. Our company’s popcorn processing machines have impressive qualifications and can process up to 120 bushels of corn per hour with a reliability factor of as high as 99.9% which is a very impressive number as compared to the competitor’s products. Furthermore, most of our machines operate for over 50,000 hours with no breakdowns. Also, our after sales service is one of the best in industry. Saakshi: Are you machines certified by any recognized organization? Rahul: Yes our machines are certified by ‘food processing original equipment manufacturer’. Saakshi: How many bushels can your machines process in an hour? Rahul: Sir, our company’s machines can produce up to 120 bushels per hour with 99.9% reliability.



NEGOTIATION Rishabh: At what price are you offering your popcorn processing machine? Milind: We will offer you the machines at a price of $ 1.02 million which also includes a 5 year warranty. Rishabh: Sir, this price is too much for us to consider as we are new in the market. Also we have slightly better offers from other companies. Looking at your company’s product reliability we can consider buying from you if the prices are more competitive and suitable. Milind: Sorry Sir, but it will really be difficult for us to reduce our prices at the moment because, unlike our competitor’s prices, we include free service for 3 years, installation and delivery. Rishabh: Yes but still the price seems too high to us as we are new in the market and funds need to be allotted to other departments also. There surely could be some concession that you could provide to us? Milind: Well sir, since you are buying from our company for the first time, we will initially provide you 3% concession exclusively for you in order to build long term relations with you. Rishabh: Are there any additional product features, training, benefits as compared to the competitors? Victor: Yes sir, there is. Our technical team will initially provide your staff with free training for 1 week for efficiently operating the processing machines and further to that our machines are also equipped with latest power saving technology which will considerably reduce your electricity bill. Robil: Now let’s discuss about the availability of spare parts. Rahul: What are your expectations regarding the spare parts? Robil: We want air filters and oscillating screens. For how much price are you willing to sell them to us? Rahul: We will provide them to you at $130 per unit. Robil: If you lower the prices a little, then we can think of giving you a four year contrct for the spare parts. Rahul: We cannot compromise on the price of spare parts but if you purchase more than 500 units within a year, then we are ready to give you 20% discount on it. Also, we will certainly deliver you the parts within 24 hours. Rishabh: How flexible are you with payment terms and delivery period?



Milind: Sir, we are giving you two options, either pay the full amount in lump sum or the second option can be that you pay 45% in advance and rest of the payment can be done within 30 days of signing the contract. Saakshi: We would prefer paying the amount in installment. Robil: So, when can you deliver the popcorn processing machine to us? Victor: We will deliver your processing machine within a month. Rishabh: You understand the popcorn business. Maize crop season is close so we need the machine as soon as possible. Victor: Okay sir, since you are about to get your business started, so we will surely consider prioritizing your order and will try to deliver the machine as soon as possible. You can expect the delivery latest by 21th August. Milind: Anything else sir? Robil: According to our company’s norms, if you are unable to meet with our expectations regarding the four year contact then you will have to pay a penalty $.25 million. Milind: What will be the mode of payment? Rishabh: We will pay either by cheque or RTGS. Whatever is best suited by your company. Saakshi: Okay, my team and I will discuss about the offer that your company is giving us. We will let you know about our final decision within two days. You can call us on Wednesday. Milind: Okay no issues sir. Please let me know when I can call you and what’s the probability in percentage of your company purchasing from us? Robil: You can call us at the working hours and the probability is 75%. Victor: Thank you so much for the meeting. We’re hoping to get the deal for this order.



Wednesday (On call) Victor: Hello sir, I am calling from Dependable equipment limited and this call is regarding the follow-up from our last sales meeting which was conducted on Monday. Rishabh: Hello, We have discussed about your products and offers and we have come to a conclusion that we will be buying from you and giving you both Popcorn machines and spare parts contacts. Victor: Thank you for giving us the purchasing order, sir. I will be sending you an agreement through E mail. We need the signatures of Capex manager and MRO manager. Once the agreement gets signed from your end, we will prepare for delivery. Rishabh: Okay. We will send you the signed documents as soon as possible. Victor: Thank you so much, sir. It has been a pleasure doing business with your company.