You are a sales executive for Granite you are asking for permission to invest $5000 to go to this meeting.
You are going to a conference of large to midsize companies. The meeting is in San Diego, California. The theme of the meeting is to develop ways of increasing productivity in logistics, accounts payable activities and telecommunications. In attendance are various level managers and directors, some are decision makers, and some are influencers at their various institutions from around the country.
You are all staying in the same hotel and each of you have a roster of those in attendance. The meeting is at a convention center. There are various presentations made by experts in the field that provide meaningful insights increasing productivity of accounts payable, logistics and telecommunication. The meeting allows for various break-out sessions and refreshment break sessions between each presentation. There is plenty of time for networking and networking is encouraged by the event’s social activities. There is also an exhibit hall in which the service suppliers, including Granite have booths and exhibit how they can generically service the needs of the various organizations.
Before coming to the conference, you already identified who your top ten prospects, targets, are that will be attending the meeting. Your job is to find and qualify decision makers or influencers from your targeted prospects (“target”). You must be able to know the difference between the two. Your objective is to have a meeting with those that you want to sell to, and to have a conversation with your “target” to set a meeting at the target’s office away from the conference to ultimately demonstrate a personalized application of your product.
Using the various theories you have learned by reading by, Rogoff，Nierenberg，and the One Minute Manager Video describe (by demonstrating what you learned in these readings ) what you would do, and why you would do it to engage in an “entrepreneurial conversation”. Be sure to explain clearly the application of Rogoff to your success (his three secrets), not only for the initial meeting but for the possible continued relationship if you are successful with the first meeting. Clearly explain Rogoff’s three secrets to successful conversations .Explain at least five networking tips that you got from Neirenberg Apply the One Minute Manager.
Sample Solution
