CHERRY HILL, NJ — “Today, we need to deliver not only a great cup of coffee,” said Jim Mosely, sales manager for Southern Refreshments (Tucker, GA). “We have to provide service beyond the cup, and many different products. We have to raise the bar.”
Speaking at the National Automatic Merchandising Association’s first-ever OCS Summit, Mosely pointed out coffee service started out with a simple plan: drop off a brewer and ship enough coffee and basic supplies (filters, condiments, stir-sticks) to keep the client brewing. Today, however, competitive operators must be prepared to provide total breakroom solutions, and it can be helpful to look imaginatively at ongoing product introductions in order to find attractive additions.
He noted that technology is creating almost unbounded opportunity. For example, it would be perfectly feasible right now to design a “coffee terminal” that would respond to voice commands, and perhaps “read” programmable mugs that store their owners’ preferences in memory. It is useful to imagine things like this, he suggested, so one can respond quickly when something new enters the market.
Mosely showed the audience a novel paper towel dispenser, about the size of a toaster, that loads with recycled-paper wipes feeding out a hold in the front. The number of sheets in a single load is equivalent to five rolls of conventional paper toweling. Operators can sell this, he emphasized. “Green’ is the future.”
The products and services to be sold are done so in the context of the operating company’s vision, the speaker observed, and sales training consists primarily of imparting that vision while sharing proven methods of communicating. This requires the salesperson to understand the prospect’s needs and expectations, and to determine how the company can meet them.
“Use a form that can accommodate all the necessary information,” he recommended. “That includes the name, address and phone number of the company, the county or municipal tax rate, the name and title of the decision-maker and the qualification: the number of people, the hours and days worked, the number of shifts – the night shift will drink more coffee – and the average age of the clientele. It used to be that the ‘older crowd’ drank more coffee; that may be changing now. What is the ratio of male to female patrons? Is it a white-collar or a blue-collar location? Is the coffee free? What’s the ethnic balance? A predominantly Hispanic population will tend to use more sugar; an Asian clientele often prefers tea to coffee. How many breakrooms are there, and what kind of access do employees have? What’s the lunch schedule? This is important for vending, too,” Mosely continued. Asking the right questions at the outset makes it much easier to come up with a program that will please the account.
It’s also very helpful to ask about the prospect’s present service. “Ask, ‘How would you rate it: Average? Fair? Poor?’ Don’t suggest ‘good’ or ‘excellent’ as choices,” the speaker advised. “And ask, ‘If you could wave a magic wand, what would you wish for as the perfect service?’”
The next step is to propose a visit to the breakroom. This, with the information already gathered, will enable the sales rep to make a recommendation: “You qualify for our single-cup system; let’s see whether one can be installed in the available space...OK, I’ll leave you this one for a couple of days; play with it.”
Mosely observed that, in this presentation, he has not mentioned price, nor asked for a demo. And, he said, that scenario is just one of many that can be envisioned, along with other questions that might be asked. One would be, “Do you have a ‘green’ program?” he noted, and invited the audience to suggest others.
There were many replies, ranging from whether the location receives regular visitors (like a medical office), presently pays rental on a brewer or a water dispenser, presently pays with a credit card and/or orders online – and, “What do you buy, other than coffee?”
The questionnaire is the key, Mosely summarized. “It’s my garden; it lets me plant the seeds, and control how they grow. It can be updated regularly with ongoing order information, and used as the guide to truly personalized service.”
1. Who does Mr. Mosely sell to, B2B or retail customers? How do you know this?
2. In the second half of the article what “steps” is Mr. Mosely going through? Give me evidence from the article do not just give a one word answer.
3. Go through the steps of the pre-approach and identify how Mr. Mosely addresses each step.
54 comments:
1. Mr. Mosely sells to the B2B customers because he talks about making everyone notice it and how to get the other business to get involved.
2. Mr. Mosely goes through the steps of getting the customer to get known to the business and showing them around, also he deals with giving them personal tours of the business
3. Mr. Mosely approaches the customer buy getting them to try the best coffee they can offer, he determinds their needs by getting them to give back their feedback on the coffee, presents the project buy letting many people try it out, overcomes objections by giving them reasons to try the coffee, closing the sale is by making sure that the customer is happy with the coffee and letting them have anything else they would like with their coffee, suggestion selling by saying what else could go well with the coffee, and relationship building by telling the customers about the business and what they offer and getting to the know customer.
1. B2B, because he is discussing the business meeting that will take place when making the sale.
2. He's preparing for the sale and getting his prospect for when he will sell his product.
3. He prepares his presentation. He does not include prices and doesn't demo either, but brainstorms scenarios for the sale
1. B2B, because he is discussing the business meeting that will take place when making the sale.
2. He's preparing for the sale and getting his prospect for when he will sell his product.
3. He prepares his presentation. He does not include prices and doesn't demo either, but brainstorms scenarios for the sale
1. retail customers because he talks about individual customers during the presentation.
2. Explaning the sevices offered the other options and why people should choose their product.
3. Mr. Mosely adresses each step by explaining each clearly and going into detail.
1. Retail because he is selling to an audience
2. He is observing and he replies to the customers questions.
3. He appraches each step correctly and gets the customers attention and showcases the products correctly.
1. B2B because he is talking about how products can help businesses and make them better.
2. He is going through all the posible steps that can help make your business more productive. He talks about how the Hispanic population will use more sugar; Asian clientele will prefer tea to coffee.
3. He gets a sheet that tells him who might go to his store and who will use what.
1. Mr. Mosely sells to B2B. You know this because in the article he says that operators can sell his product.
2. In the second half of the article Mr. Mosely is answering objections. In the article it he is giving scenarios where customers can actually use the product.
3. He studies his products because he helped to make the product. He keeps abreast of the industry trends because he knows that green is in. He reasearches potential customers by knowing what types of people enjoy drinking coffee.
1. He sells to B2B selling because he does sell to business
2. He does the approach, he asks the customer what they think about the service
3. He thinks what type ethnic people will be at the office. He gets a sheet that says who his customers are.
1. B2B because Mr. Mosely talks about how new technologies are helping to improve businesses
2. He talks about all the steps you can take to make your business better, including how you can specialize your products to fit different people.
3. He has a sheet that tells him what customers he has and what products they want.
1. Mr. Mosely sells B2B. I know this because he says things like keep the client brewing and supplying other busiensses.
2. He is determining what the company needs based on all of teh charactereristics of the location.
3. He determined what they need, what they can pay, wehre to put it, and how to make them buy it.
1. B2B because he is not actually face to face with a customer and isn't selling anything right there.
2. He is going through the selling process, examples include when he says "use a form that can accomodate all the necessary information" and "asking things like, how would you rate it".
3. He says that you need to find the name, address and phone number of the company, the county or municipal tax rate, the name and title of the decision-maker and the qualification: the number of people, the hours and days worked, the number of shifts – the night shift will drink more coffee – and the average age of the clientele.
1. I think he would be selling to coffe companys like starbucks, caraboo coffe, and seatals best.
2.He does the approch he ask the cutomer what they think about there service
3. hwe sets up this blog like an appointment to tell us about how coffee will becomes better for the futer
1. he sells to big companies who have break rooms where he can put his coffee dispensers.
2. he is determining what the comopany needs based on all of the characteristics of the location.
3. he determined what they need, what they can pay, where to put it, how to make them buy it
1. Who does Mr. Mosely sell to, B2B or retail customers? How do you know this?
B2B, he said his business was supposed to deliver the needs to keep their clients brewing.
2. In the second half of the article what “steps” is Mr. Mosely going through? Give me evidence from the article do not just give a one word answer.
He's going through the functions of marketing. In one paragraph he talks about using Marketing Information Management.
1. I would say business-to-business. You can figure this out because in the article it states that the 'operator' can sell the product.
2. First he finds out his target audience, which in this case is the average coffee drinker. He finds out a way to solve his problem, or make an easier solution to it. He then rates his work, "Ask, 'How would you rate it:..." He then visits other areas of concern, and handles other objections.
3.
- study their products: takes note of what is already being offered, and what should be changed.
- keep abreast of industry trends: why start something that no one would use?
- research potential customers: he can't target a different audience because then he wouldn't have any buyers.
- develop familiarity with their company's policies and procedures: to stay intune with the company he's working with, he has to become familiar with what they do there.
1. Business to business because they he is selling to a coffe company.
2. hes going through the 7 sales process, determining needs, presenting, persuading....
3. He introduced himself to the audience and found out there needs.
1. B2B because he talks about selling to other operators.
2. He is going through a sales appointment with a business
3. He says to identify the company's needs and wants and do research on the stistics for the amount that will be sold. Also evaluate the current service that the company has.
1. B2B because it says that they deliver the cups
2. Use a form that can accommodate all the necessary information,It’s also very helpful to ask about the prospect’s present service,The next step is to propose a visit to the breakroom,
3. to have designs ready to show as examples
1. B2B because in the blog it sais that you should get the info, that includes:The address and phone number of the company.
2. The steps you should do with the company when you are trying to sell them something or joining together with them.
3. To do whatever you have to before you have to talk to your client.
1. Retail customers because he is talking about providing more service after they give a customer a cup of coffee.
2. He is going through the presentation step because he is speaking to an audience on how to give better customer service.
3. Study products Today, however, competitive operators must be prepared to provide total breakroom solutions, and it can be helpful to look imaginatively at ongoing product introductions in order to find attractive additions.This also factors into keeping abreast of industry trends
1. Mr. Mosely sells to to B2B because he sells the coffee but also cups and grinders and coffee beans. He sells these things to coffee businesses.
2. In the second half of the article, Mosely uses product information in his steps which includes the name, address, and phone number of company. He goes through determining needs of the customer, and presenting the product.
3. In the pre-approach, Mosely used the steps study their products, keep abreast of industry trends, research potential customers, and develop familiarity with their company's policies and procedures. He was thinking of new ideas on how to "please" the customer and came up with easier ways to make your coffee. He also researched potential customers and asked them a series of questions.
1. Business to business selling. He talks about supplying other businesses.
2. He is going through the 7 step sales process.
3. He introducted himself to the customers and informed them on the product. He made appointments (B2B) and closed the sales.
1. Mr. Mosely sells to business-to-business customers because he is explaining new methods of selling more coffee. The items he lists would increase customer support and speed of actually getting the drink.
2. The steps Mosely is going through is to first have a questionaire detailing who the customers are and what their background is. This would help the vendor know exactly what to sell. The next step would be to offer a visit to the breakroom. In here you could tell the vendor what coffee dispensing system they qualify for.
3. Mr. Mosely meets the steps of the pre-approach by helping the customer find their needs and wants. He does this in a coutreous manner and makes himself feel like a friendly vendor. Mr. Mosely met the steps of the pre-approach.
1.b2b becuase he sets up an pre-approach method and sells to other buisness
2.mr. mosley steps would be asking to rate the perfomance/service words like was it good, average or poor.
3.mr.mosley handled the steps just by basically asking questions
1. B2B because he's setting up a pre-approach and is presenting his product to different businesses.
2. He's going through the seven steps of the sale.
3. Prepare to assist customers, salespeople study their products, keep abreast of industry trends and competitors, research potential customers, and develope familiarity with their company's policies and procedures.
1. He sells to retail customers because he is talking about selling cups of coffee, and merchandise to customers.
2. He is talking about finding needs and expectations from the prospects and how to fix accomodate them.
3. He looks at the prospects to see what race they are, see if they're blue or white collar, age, sex, location, time of day they drink. He looks at this as very important and kind of knows what to expect.
1. He sells to businesses, because he focuses on shipping them seperate items and and condiments to work in sync with their brewers, which translates into a profit for the buying company.
2. Mr. Mosley is giving information on the preapproach, and how he goes about it. For example, he talks about things to take into consideration, like how many break rooms a customer has, or what the age range of the workplace is.
3. He addresses each step by trying to get more insight into the company, like if they have a green room, or even the space for his brewers. He also tries to get into the breakrooms to see what product fit their needs the best.
1. B2B because they design the products that then make it to the stores to be bought
2. he asks about the product's presnent serive. Then he proposes a visit to the breakroom which enables a sales rep to make a recommendation.
3. In the preapproach you prepare to assist customers, salespeople study their products, and the keep abreast of industry trends and comptitors. He goes through all of these in his steps
1.He sells to coffe companies.He owns a coffe business.
2.would you rate it: Average? Fair? Poor?’ Don’t suggest ‘good’ or ‘excellent’ as choices,” the speaker advised. He is asking the poeple for feedback.
3.He gets an idea of who he is dealing with. what they are intrested in and how he can help them.
1. Mosely sells more to businesses. In the article it says how he needs to sell more products than just coffee materials.
2. Mosely is using steps similar to creating a solid preapproach so that he can get information on the customer. He made a list of questions to be sent out as a survey, this will tell the companies where they need to advertise more and make the newer products available.
3. Mr. Mosely is going to send out a survey to customers in certain areas so he can figure out their needs and address them appropriately. He has a list of questions for the survey.
b to b: because he gives companies supplies and all the stuff he needs to sell his coffee to people
2:he is doing a product presentation, he is involving the audience and he is demonstrating the product, which are both steps
3:in the preapproach you preare to assist customers, salespeople, study their products and keep abreast of industry trends, he does this by being well prepared for his presentation and knows everything he needs to know to sell his product
1. B2B sells customers because his selling to other companies.
2. His going through a new selling process with his customers that his selling to.
3. By what their selling andd how their going to sell it.
1. b2b because he is talking about office break rooms
2.mr. mosely is goign through the steps of a sale process
3.mr mosley does the right thing at each step and adresses each one exactly how a sales person should
1) he sells business to business because he is talking about how what places could have to be more green and be able to save the environment and also save money.
2) mosely pretty much has set steps of what the pre-approach would be like to the businesses he is selling to.
3) mosely addresses the steps by initiating questions into his presentation which he says are the seeds and he controls on how they grow.
1. He sells to B2B because he they design products that are more for business selling.
2. He presents and aks aobut the product. He then goes and visits the breakroom where the sales rep are inable to make a recommindation
3. He goes through the steps which are: he assist customers, slaespeople study their products, keep abreast of industry trends and competitors, reasearch potential customer and develop a familiarty with them.
1.) B2B customers because he is asking questions about breakrooms and types of clients
2.)Pre-approach steps he is tryign to better understand the situation the customer is in
3.)Study the product- he knows which product goes to different types of customers
Know industry trends- he is trying to go 'green' with his products
Research potential customers- he knows which customers will buy from him and which won't
Develop familaiarity with procedures- he knows which compaies qualify for special products
1. Mosely sells to B2B customers becuase he is talking about break rooms, customers, schedules, night shifts all of which suggest that he is attempting to sell to another business.
2. He is going through the sales process when he is talking to the customer letting them have the thing for a demo and if they like it, they buy it.
3. Mr. mosely studies the product, he then talks about how he could make a coffe terminal which would be very helpful. He then demostrates the product to show the customers how helpfule it would be. He then gives them a trial period so that they can remove any objections themselves when they try the product out and see how great it is.
1. b2b because
2. the selling process: first he determines the needs of the customer and then he finds a product that fits the customers needs, he then tells the customer what all it does and lets the customer play with it and then closes the sale
3. he knows the products like paper towel dispencer and how many sheets it holds, he knows the market and knows that he has to keep coming up with new procucts if he wants to stay on top (coffee maker that "reads" the cups), he then finds who potential customers are and learns what he can about them
1.)Mr. Mosely mostly sells to businesses. I know this because he ships coffee and other basic supplies that make coffee to other businesses.
2.)In the second half of the article Mr. Mosely is going through the product preesntation step because it mentions that he demonstated a paper towel despenser. He also is handling objections by saying facts and how do find them.
3.) Mr. Mosely addresses each step of the preapproach by saying that he would make a form that includes all necessary informations such as the company name, address and phone number. He then says it should have information that has been researched it help answer any questions. He also said experience is important.
1. Mr. Mosely is engaging in B2B selling. In the article, it is stated "'That includes the name, address and phone number of the company,'". This helps you know that he is selling to companies or other businesses. While individual people will use the machines, he has to sell the machine to the company to enable the individuals to use the machines.
2. Mr. Mosely is going through the steps of a sale process. He states "The next step is to propose a visit to the breakroom". You know that he is trying to gather information about the businesses to determine if they would want to buy his product, how it would be used, and where it would be located.
3. First, Mr. Mosely studies the product. He talks about how it will be made and that a "'coffee terminal'" would be useful. He then determines how the customer wants the coffee maker to operate (voice commands). Mr. Mosely then takes a visit to the customers' place of business to determine how and where to put it. He then identifies that night-time workers would need this more.
1. B2B because he is speaking at OCS summit and trying to help coffee businesses "go green".
2. He is going through the pre-approach and looking for ways to attract the customer with "green is the future" and looking at trends and the products.
3. In the pre-approach, he is viewing the products such as a brewer, the coffee, and basic supplies. Next he looks at trends, such as "going green". Then he looks at potential customers saying that the younger generation is starting to drink more coffee.
1) He sells coffee and other condiments. He says "we have to provice service beyond the cup, and many different products". this infers he sells coffee and condiments that go with it.
2) He talks about getting a sales representative involved and let people try out there coffee machines and see how they like it.
3) Mr. Mosley asks his audience questions and shows them demonstrations.
1.B2B becuase they just make the cofee and sell it to other companys to put their name on it to sell it
2.He is going through the step of asking his customers how they like the product, if they would buy it again.
3. He studys the poructs anolizes how thet need it and what will be the price foor the product.
1.retail because coffe is sold from a business to one customer
2.the steps he is going through are the sales process because he asks the customer what he can to to make the coffe better or there idea of great service
3.the steps he is using is geting information from the customer and doing what he can to make the service and the products better
1. b2b because there is an audience.
2. the pre approach. Use a form that can accommodate all the necessary information.
It’s also very helpful to ask about the prospect’s present service.
The next step is to propose a visit to the breakroom.
1. Mr. Mosely sells to B2B customers because he is trying to sell his product during a meeting, which only takes place during B2B sales.
2. He is going through the sales process because he shows the product, acknowledges objections, and answers questions.
3. He approaches the customers by holding the meeting, he determines needs by adressing the concerns of the average customer, he presents his product, he overcomes objections by asking and answering questions, and at the end he wants to build a relationship with the customers.
1. Mr. Mosely is selling B2B, because he is trying to sell the coffee to company's so they can use it for things like their break room.
2. The steps that Mr. Mosely is going through is the sales process. He is getting information from the customer about how to make the coffee better and he has ideas for new products.
3. In the steps of the pre approach, Mr. Mosely is studying the products by getting information from the customers, he is finding out what kinds of coffee things other companys have, he is researching people that would want to buy the coffee products, and he knows what the company wants to do with the product and how to sell it.
1) Business to business because he is selling to buisnesses who need his product
2)the first step was asking how the product did, the second was to gather information on the habit of the people buying the thing in the place in which it would be used. then he gave a questionare and summed up what they needed.
3) a)he litteraly went to the company
b)he asked them what they needed or told them what they needed
c)he showed them his enviormantly friendly products
d)he showed them that going green was the only way to go
e) im not sure
f)he did suggest some of his other helpful products to the company
g)he sends them questionaires every now and then
1. Mr. Mosely is selling to B2B costumers because he talks about their coffee in break rooms.
2. The steps Mosely goes through is "ask about the prospects present service", then "propose a visit to a break room", next is "scenerio", lastly are "replies.
3. The step where Mosely ask abou the procpects present service he asks "How would you rate it: Average? Fair? Poor?’ Don’t suggest ‘good’ or ‘excellent’ as choices,”. Proposing a visit to the break room is where Mosely sees if their product can be installed in the space. The scenerio is where Mosely answers other questions that might be asked such as "Do you have a green program?" Lastly the replies is where is asks customers "Would you buy the coffee?"
1. Mosley sells to other businesses. I knew this because he explain a presentation to another businesses.
2. In the second half of the article Mosely is going through the steps of the business to bussiness sale. He explains how to propose a presentaion in the break room.
3. Mosely addresses the first step of the pre-approach by givng product information to the business. In the second step Mosely asks if the business is prodiminatly Hispanic because that could influence how they like their coffe. In the third step he says to ask the prospect if they rate the service as average, fair, or poor.
1. Mr Mosely sells to buisness to buisness. I know this because he gives coffee supplies to other business.
2. Mr. Mosely is going through steps for a new idea to get feedback on the pre approach. He gets feedback then gets a sales representative to get more information based on the feedback given.
3. First he gives a demonstration using a new novel paper towel dispenser and its ease vs. a conventional paper toweling dispenser. Then he gets feedback from the crowd about a prospects present service. He also asked questions to the audience to see what they think.
1. He sells both business to business and to retail customers. He gets and ships supplies that are useful to businesses and retail customers. The product he is selling is coffee and other different things like stirers and filters.
2. Mr. Mosely likes to get feedback on his products so he can find out how to improve his products. He wants to propose a visit to the breakroom, which is where all the information is already gathered which will enable a sales rep to make a recomendation. Mr. Mosely stated that the questionnaire is key. It keeps giving them information and is used as the guide to truly personalized service.
3. Mr. Mosely looks to get potential customers. He uses questionnaires to find new customers through the internet.
1) he sells business to business because he wants to put his merchandise in stores.
2) he leaves his product in a breakroom and leaves his product sop it can be tested so they can buy it or not
1. It would be B2B, because he is discussing the business meeting that occurs when he is selling.
2. The prepreporation because he is getting ready to sell.
3. He is preparing for the presentation. Mr. Mosely asks the audience questoins and then shows a demenstration.
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