Group 10: Arpit Jain 12P189 Abhinav Gulati 12P202 Kumar Abhinav 12P209 Varun Chopra 12P219 Prateek

Dutta 12P221

The issue
Amhurst had 2 computers, the X300 and the Z600 for

the accounting needs of the Uptown Clinic. The sales rep tried to sell the more expensive Z600 to the buyer. This was a more advanced system and had features that might not be of use to the buyer immediately. Uptown clinic felt the price was too high and wanted to go for other solutions. The sales rep then offered the X300 and even sent the 1 page proposal directly to the doctors, circumventing the consultant.

The cause
The buyer felt that the sales rep was trying to Price

Gouge them by offering a solution that had features which were not needed. They saw the X300 as a last ditch effort by the sales rep to salvage the deal. They felt that this should have been offered in the first place as it was better suited for their needs. By sending the proposal directly to the doctors, the sales rep created a trust deficit.

Alternatives and recommendations

Applying the SPIN Model:
More time should have been spent in getting the buyer

to articulate their problems and driving home the implications of these problems.

Thank you