Reality Selling Video Case Problem: Ecolab

If I were in the position of Chris Wylie and find serious health problems in my customer’s kitchen, I would have used the following strategies: Informative: this strategy will be used to inform the client about the possible health hazards in his/her kitchen by examining the problems in kitchen beforehand. Persuasive: the strategy will be used to perused customer to avoid particular health problem in his/her kitchen and use the suggested measure to fix the issue.

These two strategies will be applied using 5 key guidelines: Make need oriented presentation; Get customer involved; Provide him single solution; Create sense of the suggested solution; Provide solution to client using best media In order to make presentation to customer, I will use multimedia presentation in power-point and will include in my presentation slides all possible aspects of the suggested measure.

Customer might be concerned about the privacy of the methods used at his kitchen, thus a confirmation of maintaining secrecy on to the processes used at his kitchen will be provided. Secondly, when providing the solution and to perused client to buy the suggested measure, he might be reluctant on whether the suggested measures will exactly solve the problem; in such situation, he can be convinced using existing case studies in which the similar problem was solved using the same suggested measures.

In situations where it becomes difficult for Chris to demonstrate the product or service to client, as for instance in case of intangible services or large products, the following method could be used: He can take the customer to a place where actually the offered product or services are being used with good results. In this way it would become easy for him to convince customer for his offering.