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Shadow Worksheet - Scott Sandoval AEB3341 Shadow and...

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Scott Sandoval AEB3341 Shadow and Customer Profile Worksheet March 17, 2009
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1. Summary The person that I shadowed was Juan Espinosa. He is the Vice President of Transportation at David Plummer and Associates. David Plummer and Associates is a transportation and design firm located in Coral Gables, FL. I interned with David Plummer and Associates during the summer of 2007. Mr. Espinosa did not have the title of salesperson, but as vice president the selling aspect of engineering fell on him. As vice president, Mr. Espinosa was responsible for providing the reasoning that goes into the design of a project and defending it. While I was shadowing, there were a few things that I learned. Mr. Espinosa showed me that proper dress code is imperative. He explained to me that sometimes we have to learn the hard way and that with engineering is just a matter of keeping those learning experiences out of the technical aspect of the job. He told me about how one time he walked into the conference room with his tie not all the way up. Needless to say, the story ended without a contract. The primary person Mr. Espinosa was convincing (“selling” the project to) did not look him in the eye one time and did not ask him any questions. He also told me the importance of timeliness. He told me his rule was to always try and be at least ten minutes early. He also said that he gave himself an additional fifteen minutes incase of bad traffic. The last rule regarding punctuality was if he had never been to the site of the meeting he would give himself an additional fifteen minutes incase the building is in a remote location or the actual office is hard to find. A third thing that I noticed as very important to selling is standing your ground. In class we discussed compromising; Mr. Espinosa would not compromise. His experience in the 2
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field combined with his familiarity with the services he was providing and the caliber of the competition put him in a very good position to negotiate only when he saw fit. Mr. Espinosa displayed excellent telephone skills. Before the meeting we attended, Mr. Espinosa called to confirm the meeting and carried himself very well. The sales meeting was more of a question and answer forum, where the Miami-Dade County engineers were asking questions, while Mr. Espinosa defended the design. If Mr. Espinosa were being graded, the one aspect he would have lost points on was attitude during the meeting. At one point the county employee asked him a question and Mr. Espinosa gave him an answer. I take it the Miami-Dade employee did not like the answer. The county representative proceeded to ask the same question four or five times, rewording the question in an attempt to get the answer he wanted. Mr. Espinosa got somewhat agitated and his body language and tone showed it. It is important to be firm, but it is not alright to belittle anyone in the process of “selling” your service.
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