From: Ivan Mel’nichenko

To professor: Athena Hurezeanu

Demonstration Worksheet
Features to Be Demonstrated	Proof Device to Be Used	What I Will Say (Include Benefits)	What I or the Customer Will Do
Tuning car engines without opening a chip and ECU	Brochure	“Brochure mentions that you save time as ECU and chip are not allocated and subsequently sent to other countries for tuning. Instead, the cars are tuned locally.”	The customer will look through information in brochure.
Lifetime warranty on its services	Portfolio	“Portfolio provides you a guarantee on repairing all strayed settings for cars without any charge.”	Give the customer portfolio that will make him certain that he gets lifetime warranty on the services
Increasing the performance of cars without voiding the original manufacturer’s warranty	Certificate that represents original manufacture’s warranties which are used without voiding	“Certificate assures you that you can still use the car’s original manufacturing warranty and get better in performance, faster car.”	The customer will make sure of the benefit of the service by looking at the certificate.

Negotiation Worksheet
Customer`s concern	Type of Concern	Possible responses
“I have an offer from another seller with similar way of conducting the service for even cheaper price.”	Price	Direct Denial   “As if you acquire the products from Eurotecnik, we will provide you free shipping of the tuned cars to the place you want to receive it. In addition, we offer 20 % discount for the order of tuning more than 5 cars at one time. This order will gain you a good profit.”
“Today I do not have enough cash available to buy your service”	Time	Superior Benefit   “What do you think if you take time until you have enough money to acquire the service or we can sell you our services on 90 days credit?”
“I had bad experience with another similar company that provides similar services and I wish to find the company, which will open the parts and will send them to other countries to manufacturers.”	Source	Direct Denial   “We propose it is not a good idea to send the parts for tuning to other countries as we tune it locally and our company provides a lifetime warranty on its services. Basically, Eurotecnik saves customer’s waiting time.”

Closing Worksheet
Closing clue(prospect)	Closing method	Closing statement(salesperson)
“How much time does it usually take for your company to finish tuning 6 cars?”	Assumptive Close	It will take approximately about 1 months to finish tuning the cars. Let’s schedule for the service?
It actually suits me.	Direct Appeal approach	Brilliant. Could you put a signature right here in this gap?
Could you repeat the list of the benefits Eurotecnik provides?	Summary-of-Benefits Close	By buying tune products from Eurotecnik, you get life time warranty on its services which completely insures you, and youcan tune cars with the original manufacturer’s warranty. In addition, the company saves your waiting time as it performs the service locally without opening ECU and a chip and afterwards sending the parts to manufactures in other countries. Would you like me to continue and add you on the order list?

Дата добавления: 2015-11-14