Marketing Sales Strategy: A Case Study of GRAYL Ultralight Purifier

This project presents a comprehensive case study on the sales and marketing strategies employed for the GRAYL Ultralight Purifier, a product designed for water purification. The assignment begins with a sales demonstration script, showcasing a salesperson interacting with a potential customer, George Stone, to highlight the purifier's features and benefits. The script covers various aspects of the sales process, including addressing customer concerns about water quality, explaining the technology behind the purifier, and handling questions related to its functionality and ease of use. The project then delves into the analysis of customer needs, identifying the prospect's requirements and preferences to tailor the sales approach effectively. It explores the application of different sales strategies, such as need-satisfaction presentation strategies, to address the customer's specific requirements. Furthermore, the project outlines the sales cycle, including presentation objectives, social and business contact methods, and closing techniques. Overall, the case study provides a practical understanding of sales management, customer engagement, and product demonstration within the context of a specific product, the GRAYL Ultralight Purifier.

Running head: MARKETING
Sales management: A case study of GRAYL ULTRALIGHT PURIFIER
Name of the student:
Name of the university:
Author note:

Running head: MARKETING
George Stone (teacher): Kindly can you elaborate the mechanisms of the purification process
in further details? Characters:
Salesperon (Self)
George stone, Teacher (buyer)
Script
*I approach George Stone, my teacher for giving a demonstration of GeoPress Purifier*
Salesperson (Self): A very warm welcome to you sir.
George Stone (teacher): Thank you
Salesperson (self): Let me brief you about the purpose of meeting today.
George Stone (teacher): Yes, please go ahead.
Salesperson: We have launched a product, GeoPress purifier for catering to the water needs
of the travellers, journalists and travel bloggers when they are travel for the sake of business
purpose.
George Stone (teacher): That’s indeed a wise step of yours.
Salesperson (Self): Can I give you the demonstration regarding the functionality of the
Purifier?
George Stone (teacher): Yes sure.
The salesperson presents a practical demonstration of how the purifier works.
George Stone (teacher): Wow…..that’s interesting.
Salesperson (self): Now, I would like you to respond to some of the questions, which would
be crucial in terms of enhancing the standards and quality of the purifier.

Running head: MARKETING
George Stone (teacher): Well……ok
Salesperson (self): Firstly, tell me your opinions about tap water?
George Stone (teacher): I think tap water is safe for consumption, as it kills high level of
pathogens. I can cite the study conducted by USA, EPA and Canada, which reflects the
presence of large impurities like heavy metals like arsenic, lead and iron
Salesperson (self): I got your point. Now let me make you acquainted with the role of carbon
used in the GRAYL filters.
George Stone (teacher): Sure, please go ahead.
Salesperson (self): You would be surprised to know that the carbon used in the production of
the filter has been tested in the laboratory by the experts. According to the results, the carbon
reduces the contaminants, making the water safe for consumption.
George Stone (teacher): That’s means using the filter would reduce my concerns regarding
drinking pure water when I am travelling?
Salesperson (self): You are absolutely right. Now, tell me your opinions about activated
carbon.
George Stone (teacher): Well, activated carbons possesses flexibility in absorbing the natural
organic compounds and synthetic organic chemicals in the drinking water.
Salesperson (self): I really need to praise your knowledge, sir.
George Stone (teacher): Don’t get depressed. With practice, your skills, knowledge and
expertise would enhance.
Salesperson (self): Thank you sir. Moving on to the next question, can you narrate any of the
needs, of which you have been deprived during your travelling?

Running head: MARKETING
George Stone (teacher): Well, during one of my tours, I was provided with a shabby
accommodation services. However, I am not concerned about this. I worry about the quality
of the water, which is sometimes difficult to find. This aggravates the complexities in terms
of survival strategies in the unknown places. Along with this, I can point out the extreme
weather conditions in which safe drinking water is necessary for maintaining good health.
Salesperson (self): Yes, you are right. Now, tell me what do you do for purifying the water
while travelling?
George Stone (teacher): During travelling, I prefer use purification systems for averting the
health issues, which can arise due to the consumption of contaminated water.
Salesperson (self): Can you specify in which conditions do you use these systems?
George Stone: Well, I use these systems when I am travelling in the remote areas, which have
harsh environmental conditions.
Salesperson (self): Yes, you are right. In these areas, the water needs to be pure, as the areas
lack clean environment.
George Stone (teacher): Yes, right.
Salesperson (self): Ok, now I would tell you about the features of the purifier, which makes it
unique.
George Stone (teacher): Yes, that would be a productive approach of yours.
Salesperson (self): Sir, you would be surprised to know that you would get purified water
from an ultralight weight bottle. In order to increase your convenience, we have added one
press purification and filtration process.

Running head: MARKETING
George Stone (teacher): That means, I do not have to bear any hassles for purifying the water
during travelling?
Salesperson (self): Absolutely not.
George Stone (teacher): I liked it very much. What else are its specialities?
Salesperson (self): The weight of the purifier is only 10.9 oz, which you can carry easily in
your travel bag.
George Stone (teacher): Wow.
Salesperson (self): One press purification process is flexible enough for killing the
contaminants in the water, if any.
George Stone (teacher): Well, how long will the filtration and purification process take?
Salesperson (self): Only 15 seconds, sir.
George Stone (teacher): Splendid. What else does the purifier do?
Salesperson (self): The packing of the purifier is such that the loops and clips would easily fit
in your side pocket.
George Stone (teacher): I am really surprised!
Salesperson (self): There is more to it, sir. The ultralight facility is also advantage in terms of
the weight of the purifier bottle.
Salesperson (self): Sure sir. The purifier is so flexible that it can purifier the waters of lakes,
streams, sketchy taps beyond filtration in much less time. Along with this, it is also effective
in terms of killing the pathogens, heavy chemicals and metals.
George Stone (teacher): I am really convinced to buy this purifier.

Running head: MARKETING
Salesperson (self): In addition to these points, I would like to inform you that we have
prepared budgets for enhancing the awareness towards the selling activities. Along with this,
there are provisions for blogs, where you can share your experience about investing in the
brand, Grayl.
George Stone (teacher): Really pleased to know this.
Salesperson (self): One more thing, sir. The catridges in the purifiers are replacable. The
absorptive media captures the pathogens, making the water safer for consumption. The ultra
light activates the carbon filters, detecting the impurities and killing them.
George Stone (teacher): Oh! I see.
Salesperson (self): The silver present in the geolites and the antimicrobial agents contributes
in maintaining the freshness of the purifiers.
George Stone (teacher): I would definitely buy this purifier. I was in need to this for a long
time.
Salesperson (self): You can contact our office and confirm your booking through website of
telephone.
George Stone (teacher): Thank you.
Salesperson (self): Pleasure to help you, sir.