LG MBA 9120 - Manual (Page 12)

12
BUSINESS CONTACT
Company Name: LG Electronics Product Name: Internet refrigerator (IR)
Presentation Objectives :
To Individual and/or personal group.
Create interest in product by communicating the technological advances in both the functional
product design and the interactive features.
Further interest by demonstrating how the integration of technologies is useful, practical and
efficient.
Explain the exceptional warranty and provide customer with a brief, or lengthy, history of the
company—which ever is requested or needed.
Typical Sales Cycle :
A refrigerator is considered a necessity and is therefore shopped when the need arises, often making
the sale ASAP; however, there are those individual circumstances when the prospect just wants a
change or some other reason which would make the time period more lengthy.
Social Contact Methods:
After the professional and knowledgeable sales staff has determined, through communication and
dialog, that the IR is one of interest to the prospect, the salesperson can mention the fact the IR has
obtained the Good Housekeeping Seal of Approval. This achievement is a recognition of quality,
reliability and durability.
Another conversational piece could be the fact that Chef Bobby Flay has teamed up with LG in order to
show how innovation in the kitchen can improve daily living.
Business Contact Methods :
The transitional path from social contact to business contact must be supported positively from both an
objective and subjective point of view in order to enhance and strengthen the sellers position.
Method of Approach What Will You Say?
1. Product Demonstration
Interactive features “As you can see, the front panel contains the touch
screen where, with just a touch of the finger, the
capabilities come alive”
Storage “If you open the door and look closely you will see that
the shelves all have ample storage capacity”
User friendly O/S “The operating system of the unit’s interactive feature is
Microsoft Windows”
2. Customer Benefit
Refrigerator and communications center “This IR will not only keep your food cooled at the desired
temperature, but will also act as an operations center for
the entire family”
Ease of access
“The 3 large sliding shelves will make it easy for the
smallest member of the family to access the items
without taking other items out”
All in one “You will no longer have multiple units on the countertops
taking up space, instead your TV, computer, radio and
other beneficial features will be built into the unit”