{[ promptMessage ]}

Bookmark it

{[ promptMessage ]}

cheat sheet - dropped calls which he has been experiencing...

Info icon This preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
One on One Sales Call: Customer Handout Bryan Saul Product Summary: The product I will be trying to sell you is AT&T Wireless service plans. AT&T Wireless is the largest cell-phone service provider in the United States and provides customers with top of the line 3G-phone service and data packages. In addition, AT&T can offer customers top of the line cell phone devices. About the Buyer: Mr. Jones is the father of two children and is currently married to his wife Mrs. Jones. Like stated, Mr. Jones has two children, a son who is 14 and a daughter who is 9. Mr. Jones and Mrs. Jones both currently have separate cell phones with cell phone plans through T-Mobile and are both looking to switch to AT&T. At the time of the switch, Mr. Jones plans to put both him and his wife on a family plan, and plans to add a line for his 14 year-old son. Needs: Mr. Jones has two main needs that need to be satisfied. First, he wants to eliminate
Image of page 1
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: dropped calls, which he has been experiencing with T-Mobile. Second, he needs to put himself, his wife, and his son all on one family plan at an affordable price. Customer’s Intrests: Mr. Jones is an avid sports fan and loves movies and music as well. Hot Buttons: Hot buttons are price, coverage, and variety of devices available for purchase. Common Objections: 1) Why should I pay more for AT&T? 2) Why do other company’s television commercials directly state that their coverage is better than AT&T’s? 3) Why should I get AT&T service if AT&T does not yet have 4G service? Value Analysis: Although AT&T’s price is higher than that of T-Mobile and Sprint and slightly more expensive than Verizon, AT&T can offer something that none of them can. AT&T is the only company that provides rollover minutes, which in the long run, will save the customer a lot of money....
View Full Document

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern