Report on the Sales Conversation

This report analyzes a sales conversation with a sales manager from Pepsi, discussing prospect appointments, scheduling, sales tools, objections, negotiation, and more.

Running head: REPORT ON THE SALES CONVERSATION
REPORT ON THE SALES CONVERSATION
Name of the student
Name of the University
Author note

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REPORT ON THE SALES CONVERSATION
Table of Contents
Introduction......................................................................................................................................2
Prospect appointments and Customers............................................................................................2
Scheduling of the Appointment.......................................................................................................2
Preparation of Sales talk..................................................................................................................3
Sales tools used by the seller...........................................................................................................3
Sales conversation...........................................................................................................................4
Personality.......................................................................................................................................5
Objections and claims......................................................................................................................5
Negotiation......................................................................................................................................5
Verbal and non-verbal Techniques..................................................................................................6
Success of Conversation..................................................................................................................6
Learning from Salesperson..............................................................................................................6
References........................................................................................................................................7

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REPORT ON THE SALES CONVERSATION
Introduction
To identify the sales person from B to B seller the sales manager from Pepsi in Leuven
from Belgium has been contacted for the analysis of situations in sales. The company has its
headquarters in USA and the company has its chairwoman and President cum CEO as Indra
Nooyi. It is the world’s leading brand and industry of foods and beverages. It has over 1,53,000
employees working for the company. Its businesses include, Frito-lay snacks, quaker food,
Tropicana juices, Gatorade sports drink and Pesi-Cola beverages.
The name of Sales pro is Mr. Elgeene Perk
Contact email- [e-mail]
Cell phone number- 4449990132
Sales situations witnessed- 05.04.2019 and timing: 11:00am
Prospect appointments and Customers
The prospective appointments have approached to the Sales manager is through the
newspaper advertisements and over telephone. The person was also contacted through the online
sites to resolve the queries and to study ongoing sales in that particular location (Spreer and
Rauschnabel 2016). The potential customers have been selected through short confrontations and
interview on sales and what they know about marketing trends and strategies that Pepsi
incorporates and what innovative ways they consider for the brand to be more successful in
future.
Scheduling of the Appointment
The Sales Pro from Pepsi was quite cooperative and behaved in a supportive way as in
whatever queries prospects had from him was resolved with the inputs, researches and working

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culture of the company (Hafiz 2015). He scheduled the appointment carefully after completion of
reporting task for the morning shift and all the shop floor workers were on duty of arranging
sales roster, research and development, also in the quality section where the task of checking
products’ quality was going on. It was in the duration of noon when these tasks were carried on
within the industry premises.
Preparation of Sales talk
Generally the managers from sales background are presentable as they attend boardroom
meetings or field meetings with the clients. The sales manager of this company was impressively
well dressed with a calm and vibrant facial expression (Serafini, Lake and Long 2015). He was
greeting the people scheduled for meeting. The seller was well prepared for sales talk that was
clear from his physical appearance as he was giving verbal information and knowledge on
various things happening in the surroundings related to company operations. On asking any
question to him he was impromptu to answer as he is the man subjected to address the queries of
the day.
Sales tools used by the seller
The sales tool used by the seller was the Turbo Lister, downloaded from eBay as a
software which prepares the list of items required for sale of several order of immensity
frequently and easily. This software is available on windows (Ringwood 2015). The next tool
used by the seller was Sales Report Plus which will update with the online auctions going on, the
performance of the variety of items from the list. It shows the chunk of portion sold out and how
much is left behind. The fees or the money required to control them which has already been paid.

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This tool also tells about the rate of growth, best working items on the list and all these requires
no charges. These are two sales tools used by the seller in the process.
Sales conversation
The sales conversation was initiated with the history and background of how it has been
structured within the organization and have mobilized into the market and slowly towards the
current scenario. He mentions that today it is the world’s largest beverage industry (Partner
2016). The difference lies in the style of approaching the customers and the way of pitching the
product. According to him, market has become competitive enough to sustain, there are others
who have emerged and Pepsi has to fight and sustain to be the market leader. It was actually not
following the fixed pattern as he was relating things from various aspects and therefore he used
the mixed pattern. The discussion was based on the sales process, situations and examples but
the pattern was not the same throughout his conversation. The need analysis is the subjective part
of research by the marketers which is affected by the demands of customers. This presence of
need is always constant, only the demand created for different products would be different based
on the market trends. The support phase is supply and the closing phase run is the end of supply
gap. This is to satisfy the demands of the customers in market (Van Doorns and Miloyan 2018).
In his conversation he says about the demand forecasting planned every month except the
summers still the demand rate fluctuates and goes high or low and the company has to close the
phase run by creating a supply gap because after pulling out the inventories the company does
not left with any option but to deny the customer for the product. This has a positive impact for
the company as the stocks get clear from the inventory and the revenue has been generated but
leaves behind a negative impact on the prospects who may intends to try the product for the first

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time but is unable to get that and may try for another competitors and that serves negatively for
the company losing on the prospective customers.
Personality
The personality of prospect intends to fetch all possible information from the sales
manager which impacts conversation and makes it lengthier as the manager is in the working
hours and has to answer everything (Spreer and Rauschnabel 2016). The personality of the sales
manager is different as in he will always support his company and tends to hide the weakness.
This does not allow him to be too open to every query still has to show that he is open enough to
win the prospect’s confidence. This will affect the satisfaction level of the query and also lack of
information about the company.
Objections and claims
The sales manager was diplomatic enough and smartly covers up all the questions asked
to him and also claims that he is there to serve the customers query and the company would love
to hear the issues and resolve them as it is their part of job (Ingram et al. 2015). He promises the
prospect to answer each and every query based on his experiences and other facts and figures
related to the company. If there are any objections of negative feedback, he on behalf of the
company would address to the maximum extent possible and help out with relevant solutions.
Negotiation
Yes there was a point raised for negotiation between the prospect and the seller as the
prospect asked for the bulk delivery for an occasion and demanded for discounts (Partner 2016).
The seller in order to explain that proposing for discounts in not in the tradition of the company
as products made by them includes no making charges and are free of any middlemen charges.

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They would directly supply from the production house and which is why there is no option left
for the discounting to the prospect.
Verbal and non-verbal Techniques
The verbal sales technique used by the seller was way minimum than the non-verbal
techniques (Machines Corp 2018). Usually the sales techniques include more of nonverbal
approach like, tone modulation, body language and appearance. The seller’s personality
approach was impressive and assertive for discussing things and this has an impact on the
prospects as they were convinced with his words and even ready to order products without
discounts. It affected the verbal communication of prospects as they build good interpersonal
relations.
Success of Conversation
The Sales Manager’s conversation was successful and that is proved when the prospects
turned into his customers to order the products and also shows the signs of repeat purchase from
Pepsi. Their body language and verbal communications were persuasive and aligning with the
ideas of the seller’s (Hafiz 2015).
Learning from Salesperson
I talked with the sales person during the appointment of meeting and got to know about
his profession which is indeed hectic, challenging and interesting at the same time. He has to
generate leads, create niche markets and identify the target market (Ringwood 2015). The
profession taught him to be smart worker and handle multiple tasks. It taught him discipline,
determination, power of integrity that made him what he is today.

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References
Agnihotri, R., Dingus, R., Hu, M.Y. and Krush, M.T., 2016. Social media: Influencing customer
satisfaction in B2B sales. Industrial Marketing Management, 53, pp.172-180.
Hafiz, R., 2015. Rethinking Brand Identity to Become an Iconic Brand-A Study on Pepsi. Asian
Business Review, 5(3), pp.97-102.
Ingram, T.N., LaForge, R.W., Williams, M.R. and Schwepker Jr, C.H., 2015. Sales
management: Analysis and decision making. Routledge.
Janakiraman, J., Kostick, M.D., Madden, D.R., Sripal, M. and Voigt, W.G., International
Business Machines Corp, 2018. Conversation advisor. U.S. Patent 9,904,673.
Partner, O.W., 2016. A CONVERSATION WITH.
Ringwood, F., 2015. Closing the supply gap: industrial water. Water&Sanitation Africa, 11(2),
pp.31-33.
Serafini, E.J., Lake, J.B. and Long, M.H., 2015. Needs analysis for specialized learner
populations: Essential methodological improvements. English for Specific Purposes, 40, pp.11-
26.
Spreer, P. and Rauschnabel, P.A., 2016. Selling with technology: understanding the resistance to
mobile sales assistant use in retailing. Journal of Personal Selling & Sales Management, 36(3),
pp.240-263.
Van Doorn, G. and Miloyan, B., 2018. The Pepsi Paradox: A review. Food quality and
preference, 65, pp.194-197.
Zhang, D., Zhou, L., Kehoe, J.L. and Kilic, I.Y., 2016. What online reviewer behaviors really
matter? Effects of verbal and nonverbal behaviors on detection of fake online reviews. Journal
of Management Information Systems, 33(2), pp.456-481.

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