Communication in Sales Process Assignment: FDB BCSLN-306-1402, MA ONE

This assignment solution addresses key aspects of communication in the sales process. Section A explores B2B and B2C client types, pre-meeting confidence strategies, and the roles and strengths of a sales representative. Section B focuses on qualifying questions, car fleet requirements, and responses to potential objections. Section C covers the phases of a sales transaction, consumer rights and responsibilities, components of EPOS, and a sample sales dialogue. The assignment demonstrates an understanding of sales strategies, customer interaction, and the importance of clear communication in securing deals and managing customer relationships. The solution provides a practical framework for effective sales communication within the context of the 'Cab Express' business scenario.

Section A
Task 1:
Under B2B, the clients can be:
-Offices
- Other small restaurants
Under B2C,
-Families who dine
-Fast selling food outlet
Task 2
Before meeting, the way to ensure I am confident, I will follow the following steps:
-Be very sure what are the needs of the organization and how you can fit the job role as Cab Express
- Do a competitor analysis and put across the points how you can provide better services that your
competitor
- It is extremely important to know the prices which competitors are offering and hoe you can beat them
by providing a better deal
- show that you understand what the organization is looking for and how they will Cab Express's priority
and ensure they get maximum fleet from your business.
Task 3
a) Three tasks that can be done as sales representative are:
- Put across the vision, mission and what Cab Express stands for.
- Show what are the strengths of the Cab Express
- Put across your success stories and how customers have always loved the services provided by Cab
Express
b) Personal characteristics that can be helpful are:
-Confidence
-Pro activeness
-Good listener
Section B
Task 4
a) Two qualifying questions that can be asked are:
- A tentative number of guests that are expected and any sort of requirements which are needed by
them.
- A expected number of cars wanted and also the time duration for which they are needed.
b) The answers would be:
- The tentative number of guests, say, will be around 200 which would include about 50 families. The
average family size is 3-4 with people coming along with their spouses and kids.
- The expected number of cars each day is about 25-30. The time duration will be from 9 am to 9-10 pm.
As people would be looking forward for exploring, this will be the tentative time.

Task 5
a) The two objections that can be raised by Mr. Camilleri can be:
- You might be overrating your organization and there are better and bigger cab services available in the
city.
- I am not completely sure that you will be able to provide the entire car fleet for all the days as there
can be lack and tiredness of drivers.
b) The counter answer for each of the objections raised are:
- There might be bigger cab services companies available in the city, but what ever Cab Express promises
they deliver the same. All the people who have been our customers have been happy with our services
and never have been dissatisfied.
- We have the fleet of about 30 cars and meeting the requirement of 25 will be okay as the contract is
signed from before. Also, we have connections with other small agents who can provide us with car at
last moment excess demand. Hence, the entire requirement of cars and drivers can be met.
Section C
Task 6
The four phases of sales transaction can be as follows:
1. Awareness about Cab Express
2. Consideration about meeting the sales representation
3. Evaluating the deals of the competitors
4. Signing the final contract
Task 7
a) Consumer rights are:
- Right to information: To about all the information about company and services
- Right to price: To know about the price break up industry and as set by organization
b) Consumer responsibilities:
-To keep the property of seller clean and not break his stuff
-To give the price as set in the contract at that time and day
Task 8
Components of EPOS are:
- Electronic device
- Two parties
-A contract
- Electronic transfer of money
Task 9
Mr. Camilleri: Hey, I am looking for a fleet of 25 cars for 4-day event.
Sale rep: We can have the deal sir.
Mr. Camilleri: Are you sure you can provide the entire number?
Sale Rep: Sure sir. What will be the days?

Mr. Camilleri: The event starts on 5th, but will need cars from 3rd. What would be the rental?
Sale Rep: We will come up with the proper contract and figures by EOD today.
Mr. Camilleri: Sure, call me when you have contract ready.