Spin role play

Insert your name here
Tutor’s name here
Your unit name here
Date of submission here
Spin Role Play
Introduction: Says your name, what company you are with, and title in the company
I am a sales representative in charge of the central Houston restaurant division
What do you do?
I work with Ecolab as a sales representative in charge of the central Houston restaurant division.
Why are you here?
Working with Shawn from Willis Bistro to present a value proposition on how doing business with Ecolab will help save their company time and money thus, greater customer service.
What are the objectives of the call?
I understand that the company is facing an increase in costs due to excessive chemical use with their existing dishwashers. Therefore, working with Shawn from Willis Bistro maintains a low cost operating model, and provide the very best service to their high-end customers.
Guide to Performing Prospect Research
To help Willis Bistro maintain a low cost operating model they need to focus on the product model that best fit the interest of the market. They need to eliminate excessive chemical use with their existing dishwashers. Currently, their cost of operation is high because they spend a lot on their upstream suppliers. Information captured on their social media further shows that they are overspending on corporate social responsibility. Helping them will, therefore, mean changing their sales approach is basically on reduced pricing (Raab et al. 163). Willis Bistro continued sales on low prices should change to help factor transport and logistics they have invested in.

Secondly, they need to balance the quality of the products to match the demand in the market.
Setting an agenda
The first agenda that I will set is to introduce strategic management and to ensure that the prospects and the customer understand the agenda I will present how a change in product design model will help align Willis Bistro operations in the market. However, I will obtain acceptance of the agenda from the parties to ensure that it delivers the expected outcome as that of Ecolab.
Situation Questions:
I have assessed your past performance, and now I know about the incomparable cost-benefit analysis of your products, especially, on the sales and value of the product, can you tell me about our break-even point?
Problem Questions:
What has been your strategic management approach towards your product noting that there is competition to penetrate the market with your products?
Implication Questions:
I understand that you have focused on product design model to allow focusing of your brands and expertise around the product. Have you developed any goals that will enable you to deal with the changing business environment?
Need-Payoff Questions:
Willis Bistro is designing new products customized to combine both the value for money, your needs and aestheticism. Would you still add these products to your shopping list?
Close/Set another meeting
Strategic management further needs to assess the performance of the new product and management approaches we have set here. We need to evaluate our performance against different metrics we have customized. For these evaluations, we are setting a new meeting that will focus on product design model responses and strategize based on the response.
Work Cited
Raab, Carola, Seyhmus Baloglu, and Yang-Su Chen. “Restaurant Managers’ Adoption ofSustainable Practices: An Application of Institutional Theory and Theory of PlannedBehavior.” Journal of Foodservice Business Research 21.2 (2018): 154-171.