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.
56 comments:
1. B2B because it talked about break rooms
2. He sets up his selling method starting with how he is going to approach the cutomer and what he is gonna then he actually goes to the cutomer. "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"
3. He asks himself questions the custmoer may ask and he thinks about the needs and wants of the cutomer.
1. B2B because he is selling coffee to the people who sell the coffee to customers.
2. He is taking steps to get to know, and understand the customer. Trying to understand them and what they are looking for.
3. Understand the customer, ask how they are doing at the moment, if they like who they are with or why they would like a new company.
1. B2B because Mr. Mosely is selling coffee to the people who originally sell coffee to the customers.
2. He is taking steps to understand the customer and get to know them better.
3. Understand the customer, ask how their doing, and if they need any help with anything.
1) He sells retail because he is going to the persons place of business.
2)He is going through the stages of introducing his product and finding out what the customer is looking to get.
3)He first establishes a relationship then gives his customer a chance to tell him what they are looking for then offers a demo to seal the deal.
1.He sells to a business, you can tell because he is selling coffee to the people that sell it.
2.he is taking steps getting to know and understand the customer. getting to know them better so he can help them make a selling decision.
3. he greets the customer and asks them how they are doing and if they need any help.
1. B2B; i know this because it talks about selling to another company their products to make more money
2. He is going through teh 7 steps of selling. He explains the preapproach and the final sale.
3. He first talksa bout how you have to make something with teh comapny name, address, and phone number to be contacted. Then he asks speficif openended questions to get good replies back from the customer; such as, Wghats the price range of teh coffee, i free?
1. Mr. Mosely sells mostly to retail customers. I know this because of how he talked about selling individual items to individual people.
2.He is going through the sales process of a meeting with a customer. He talks to them about what they need to fufill their needs and also building a relationship with them.
3.He figures out where the coffee business is going and what direction. Also what new products to make so people will buy from his company instead of his. Also he is figuring out his customer by figurin what they want and need.
1. He sells to B2B. I know this becasue he says ways that the businesses he sells to can sell this product.
2. He is going through the seven steps of selling process. He shows these by planning out what he is going to say before he says it, asking questions, and closing slaes.
3.He arrives early, deffines the relationship between him and his customer, and he figures out the appropriate questions he wants to ask.
1. He sells to B2B. I know this becasue he says ways that the businesses he sells to can sell this product.
2. He is going through the seven steps of selling process. He shows these by planning out what he is going to say before he says it, asking questions, and closing slaes.
3.He arrives early, deffines the relationship between him and his customer, and he figures out the appropriate questions he wants to ask.
1. Mosely sells coffee makers and supplies for coffee. I know this because he had data on what kind of clientele used a certain amount of product.
2. Mr. Mosely is working on knowing who his customers are. Machines that identify a customer's coffee mug and their preference of coffee.
3. Mr. Mosely does research, he makes sure he knows who is he working with. Mr. Mosely also does his homework. He is trying to find as much information as possible about his customers.
1. He sells to retail customers because he is looking at the specififcs for each type ethnicity.
2. He is going through management/ service steps in order to determine and appropriate market to target each product. Questions he looks to solve are Whats the ethnic balance? Is it a white-collar or blue-collar location?, etc...
3. He reasearched which market he wanted to target, he then targeted his market, and finally he would then set up an appointment and build a relationship.
1. Mr. Mosely sells B2B and i know this because that is who he was presenting to and demonstraing his products to was other buisnesses.
2. THe steps that Mr. Mosley is going through are the steps in the sales process with a customer. There is evidence of this when he askes about their wants, needs and other questions in order to help satisfy them with a product.
3.Mr. Mosely addresses the first step of the pre-approach by learning abou this customers, who they are and what they need and preparing for making sales and presenting.
1. Business because he is selling it to a company that sells coffee itself.
2. Trying to understand the customer.
3. Greets and talks to the customers.
1. Who does Mr. Mosely sell to, B2B or retail customers? How do you know this?
Sells to retail customers. I know this because he is selling to specific people not to just other businesses.
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 uses a form that accomodates as much information as he can get about customers. Age, white-collar/blue-collar, ethnicity, etc. Then he wants to get information on their present service and how he can imporve that.
3. Go through the steps of the pre-approach and identify how Mr. Mosely addresses each step.
Goes to the breakroom, tells them they qualify, sees whether one can be installed, and loans you one for a few days before purchase to see whether you like it or not.
1.) Mr. Mosely wants to sell in a business to business relationship. I know this because early in the article, he is talking about how that they need to supply enough supplies to keep the customer happy, and that to me means that they are selling to the business, and the business is providing the good to its employees or customers.
2.)The steps that Mr. Mosley is going through are the steps of the selling process. This can be seen through him trying to approach the customer and trying to make sure the customer is happy once they have the product.
3.)Mr. Mosley wants to use the pre approach to find out more about his potiential customer because it is best to know alot about a customer before you go in and try to meet with them.
1. retail customers because he presented the idea to a big crowd
2. he is using market segmentation demographics so the age he says is the older crowd, the ethnic background and tells what they like.
3. he tells them to visit the breakroom
1. Who does Mr. Mosely sell to, B2B or retail customers? How do you know this?
i think it is b2b because he says they have all the breakroom needs, and breakrooms are usually in busineses
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 Asks How would you rate it. then he proposes a visit to the breakroom.
3. Go through the steps of the pre-approach and identify how Mr. Mosely addresses each
he adresses them to the best of his ability
1. Mr. Mosely sells to Businesses. I know this because he talks about there work rooms and who gets coffee from their current machines.
2. Mr. Mosely is going through the steps of a sale because he is setting up an appointment.
3. Mr. Mosely goes through the steps of the pre-approach by reasearching potential customers and becoming famialar with the companies policies and prodcedures. He does that by sending out question forms.
1.Mr. Mosely deals with business to business sales because he sells his machines to the business, for resell to the customers.
2.The step that Mr. Mosely is going through is setting up an appointment. The article says he needs to set up a "visit to the breakroom".
3.Mr. Mosely uses the pre approach by researching lunch times of employees, age range, ethnicity, backround, and other key things that may influence who and how much coffee somebody will purchase.
1. He sells buisness to buisness, he sells to offices.
2.He is going through the steps of a sale.
3. He is going through the steps of the preapproach by approaching potential customers.
1.) Mr.Mosely sells business to business. He sells to companys who then sell to consumers.
2.) He is going through the steps of a sale and determining needs through his questionair.
3.)Mr.Mosley goes through the steps of the pre-approach by apporaching potential customers and becoming familiar with the companies policies and procedures.
1.Mr. Mosely deals with business to business sales because he sells his machines to the business, for resell to the customers.
2.The step that Mr. Mosely is going through is setting up an appointment. The article says he needs to set up a "visit to the breakroom".
3.Mr. Mosely uses the pre approach by researching lunch times of employees, age range, ethnicity, backround, and other key things that may influence who and how much coffee somebody will purchase.
1. Mr. Mosely sells B2B and we know this because he is selling the equiptment to make the coffee to other businesses that make it.
2. He is going through the steps of the sale and determining needs through his questionair that he has.
3. Mr. Mosely goes through the steps of the pre-approach by approaching potential customers and becoming familiar with them and and building a relationship with them.
1) Mr Mosely sells to businesses, and is evident through his questions that regard ethnicities of employees, number of shifts, etc.
2) Mr Mosely is going through the steps of a sale, and is determining needs through his questionnaire.
3) Mr Mosely addresses the preapproach by becoming familiar with his customers, so that he can better satisfy their needs and make a sale.
1. It is business to business because he sells to businesses and then they sell personal selling.
2.
-Mr. Mosely is going through the steps of a sale. For example "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."
3. He is approaching the customer by having a product, thinking about how he will present the product, and present it properly are the steps of the preapproach.
1.This would be business to business because mosely is selling the product to businesses that put the machine in a break room for their employees to purchase the coffee out off.
2.They are going through the steps of selling the product. They want to see if the machine will fit in the space and give them a test trial. They also want recommendations to make the product better.
3.He did research on the customer to see what their lunch times where like and weather the coffee would be free. He wants to recommend the best product for the customer so that they will be more likely to buy the product.
1. Mr. Mosely sells coffe, condiments and break room supplies to his customers.
2. Mr. Mosely goes for a visit to the breakroom, he asks for a rate too.
3. Mr. Mosely addresses each one to make t perfect.
1.Mosely is selling to a retail customers because it talks about him interacting with an audience.
2.Mosely is listing the step of the customer approach and the questions he would ask his customer.
3.Mr. Mosely at talks about having contact information to have ready before the approach.
1. B2b selling because he runs and sells stuff to smaller chains and franchises to make thie coffee.
2. 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.
3.“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?’
1. Retail customers because he is running a coffee shop
2. The steps of growing your business to attract more customers
3. Research the customer
1. He sells to other coffee shops, and busisness to business selling
2. 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:
3. “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?’”
1. he sells to b2b because he is trying to sell from his bussiness to another one
2. mr mosely is going through his presentation but he has not mentioned price and he has to say the scenario he has invisioned
3.Effective Selling
Coffee Veteran Mosely Explores Effective Selling And Innovation
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.
3. 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.
1. He sells b2b and I know that becuase it says he sells brewers, filters, condiments, stir-sticks to other coffee shops.
2. He goes through the steps to try and figure out what kind of plan that coffee shop needs.
3.Mr. Mosely has prior relationships with most businesses, so he makes an appointment with a business to try and make a plan of what they could sell to the coffee shop.
1 Mr. Mosely sells B2B. You know this because he talks about going to visit the breakrooms in the businesses he is selling to
2. He is going through the steps of the sales process of the selling of his coffee and machines
3. The steps of the preapproach are to investigate where the business is located, the hours of opperation, male to female, ethnicity and other characteristics
1. B2B , it says hes speaking at a National automatic merchadising Associations meeting
2. "Use a form that can accommodate all the necessary information"
3. By gathering information on his product and listeners
1. he sells to b2b because he is trying to sell from his business to other business's
2. he is going through his presentation but hasnt talked about price or asked for a demo
3.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.”
1. B2B because he is presenting his product to a room full of people and companies where his product would be in use.
2. Ask questions about the prospect's present service, propose a visit to the breakroom, answer questions, and take a questionnaire.
3. He asked how the customers would rate the product, the next step he enables the sales rep to make a recommendation, and then he answers or asks questions one by one, then he takes a questionnaire that enables him to truly personalize service.
1.) He sells to small coffee shops or possibly grocery stores. He is trying to sell his coffee and get his product widely known.
2.)He took many steps. For example he proposed a visit to the break room. He proposed a presentain as well.
3.)His first step he shipped coffee brewers and enough coffee and some basic supplies for people to try and taste their product. He also asks for their opinion on his product. He is trying to figure out what people think about his product.
1.He sell B2B and i know because it tellls the sale-benefits and features.
2.He goes through the steps to figure out how to pack it up and promote the product.
3.He wants to know how the customer wants the rate of the product so he could tag it up.
1.B2B becuase it was a summit, and he pointed out things during the meeting
2.1.“Ask, ‘How would you rate it: Average? Fair? Poor?’
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, he did not mention price,
Hes going throught the steps of selling
3. He observed the who already uses his coffee product which has already gathered information from servayes. The the thought of ways that he could sell the product such as questioniars is they key
1.business to business, he is selling to a coffee shop
2.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
3.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.
1. I think that Mr. Mosely sells to both business and retail customers.
2. In the second half of the article Mr. Mosely is going through the "presenting the product" step. He is also "overcoming objections."
3. Mr. Mosely addresses each step by providing examples of what people are looking for with coffee.
1.business to business, he is selling to a coffee shop
2.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
3.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.
1 He selles b2b i know this because he owns a major corporation that makes the coffie supplies
2. Ask how the customer would rate it without suggesting that his coffee is excellent. He next observed who already uses his coffee which he had already gathered the information from. As he said the questionnaire is the key. propose a visit to the breakroom.
3 mr mosely adressed the preapproach with a questionaire that provided him with the information that he needed to approach the customers.
1. B2B he owns a major corporation that makes coffee.
2. The first step is getting people to rate the coffee. The second step is how would he get people to drink the coffee. He tried to get people to visit the breakroom.
3. He adressed the preapproach with open ended questions to provide him with answers.
1. Mr. mosely sells to b2b because it mere money and its faster to sale a product.
2. he goes to the customers and presents the produys to other business and fixing the problems
3. he asks for demoes so he is littenig and also in an appointment
1.business to business, he is selling to a coffee shop
2.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
3.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.
1. Mr. mosely sells to b2b because it mere money and its faster to sale a product.
2. he goes to the customers and presents the produys to other business and fixing the problems
3. he asks for demoes so he is littenig and also in an appointment
1.) B2B, because he was speaking at the National Automatic Merchandising Association’s first-ever OCS Summit
2.) The first step is how would he get people to rate the coffee, 2nd is how would he would get people to drink the coffee. He tried to get people to visit the breakroom.
3.) He adressed the preapproach with an open ended questions to get answers
1. He mostly sells to retail customers because he produces and sells his own product and does not sell to other companies
2. Asking what the customer wants.
3.
1. He mostly sells to retail customers because he produces and sells his own product and does not sell to other companies.
2. Hes asking the customer what they want.
3.
1. he sales to retail customers
2. he asked them questions about there needs
3.he has priorer relationships and then he sets up appoinments with them
1. He sells to retail customers because he produces and sells his own product and does not sell to other companies.
2. He asked questions to gather information such as "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"
3. He uses his prior relationships to set up specific appointments with these people.
1. Mr. Mosley sells business to business. I know this becasue in the artice he say that he needs to know evrything about each business the name the address, the phone number. What is in the companies break room.
2. Mr. Mosely goes through the steps of a salesperson understands the prospect's needs and expectation and to determine how the company can meet them. The steps is: 1)Find all the relevant information. 2) Ask prosects how they rate your product. 3) Propose a visit to the breakroom.
3. The pre-approach of that Mr.Mosely went through was really indepth he talked about every aspect that the he or his company many need to know about the prospect company. The address, Name, income, empolyers, number of empolyees, what type of businee they do, are just a few of the sort question he said to ask in your pre-arroach
1. Business to business because he is selling the coffee machines to other companies
2. He goes to a business and learns what the customer needs and then goes to the break room and tells them what kind of coffee machine should be put in
3. He introduces himself and presents his product and then talks to the business and asks them what kind of customers they get and how regularly they visit to determine their needs
1. Business to Business because Mosley mentions that his coffee product is being sold to other businesses.
2. He goes to a business and learns what the customers needs, and then goes to their breakroom and suggests the type of product they would be suited with.
3. First he introduced himself to the business and presented his product, asked what the circumstances of their business runs through during the day. and then suggests the product that suites them
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