Sell Me the Pen: Devise a way to get my attention to set up an appointment

You are a sales representative for an office supply company named Dunder Miffllin. I am a buyer for a retail chain of office supply stores that has 900 stores, as well as an online store. You have identified me as the buyer for the pens category and heard that I am about to make a major purchase decision to supply all 900 stores and the online channel. Other key considerations are: • I am somewhat satisfied with my current supplier but there have been some issues with shipping, errors on purchase orders, and I am not happy with the way my account is being handled, especially given the size of these orders (purposefully left this unclear)

• While I am not looking for the lowest-priced option, I am sensitive to price in order to meet or exceed gross margin goals • I am also interested in a pen that offers key features and benefits that differentiates your pen from your competitors (purposefully left this unclear) • Your company’s reputation is also an issue based upon a previous history with the company’s sales representatives and, as a result, I have never purchased products from your company Your Assignment • Devise a way to get my attention to set up an appointment • Develop a sales proposal whose objective is to get my business for this upcoming order Deliverables • In-class case presentation due on December 6. • PowerPoint or similar format • Bring a hard copy of the presentation to class; failure to do so will result in a deduction of 10 points • Maximum 10 minutes for each presentation; I will stop you if you go over so practice your presentation