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<<Physical security>> <<Product Group>> <<PM Name>> Choice Internal Sales Training FY0809
What Exactly Are We Offering to Customers? <ul><li>Define the market segmentation and the specific products suitable for t...
Access Control and surveillance System <ul><li>Access Control System </li></ul><ul><ul><li>Swipe Card </li></ul></ul><ul><...
Physical Security
Fire Detection and Suppression System <ul><li>Fire Detection </li></ul><ul><ul><li>Smoke Detectors and Fire Alarm Systems ...
Vesda © 2008-09 Choice Solutions
FM200 © 2008-09 Choice Solutions
Harmless to the Environment <ul><li>Ozone Depletion Potential (ODP) = 0 </li></ul><ul><li>Global Warming Potential (GWP) =...
How Does Inergen Work? <ul><li>Fire is extinguished by   depriving it of Oxygen.  </li></ul><ul><li>The small amount of CO...
Relevance of this Offering to Customers <ul><li>Define the customer pain point that this offering addresses </li></ul><ul>...
Who is the Competition and What is Our Differentiation? © 2008-09 Choice Solutions
Principal Management <ul><li>Negotiating competitive pricing from principals/partners </li></ul><ul><li>In the face of com...
What Sales Support Material To Expect <ul><li>Customer needs analysis </li></ul><ul><li>White papers, data sheets, etc. </...
Choice Solutions Contact <ul><li><<PM Name>> </li></ul><ul><li><<Designation>> </li></ul><ul><li><<email>> </li></ul><ul><...
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Sales Trng Product Physical Security

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Transcript of "Sales Trng Product Physical Security"

  1. 1. <<Physical security>> <<Product Group>> <<PM Name>> Choice Internal Sales Training FY0809
  2. 2. What Exactly Are We Offering to Customers? <ul><li>Define the market segmentation and the specific products suitable for the different segments </li></ul><ul><ul><li>E.g. commodity, fast moving, simply drop the box and walk </li></ul></ul><ul><li>Define advanced offerings which require our post-sales participation </li></ul><ul><li>Provide length of sales cycle, revenue realization, and profit margins for the different products </li></ul>© 2008-09 Choice Solutions
  3. 3. Access Control and surveillance System <ul><li>Access Control System </li></ul><ul><ul><li>Swipe Card </li></ul></ul><ul><ul><li>PIN reader </li></ul></ul><ul><ul><li>Bio metric </li></ul></ul><ul><li>Surveillance and monitoring System. </li></ul><ul><ul><li>CCTV Camera </li></ul></ul><ul><ul><li>Motion detectors </li></ul></ul><ul><ul><li>Vibration detector </li></ul></ul>© 2008-09 Choice Solutions
  4. 4. Physical Security
  5. 5. Fire Detection and Suppression System <ul><li>Fire Detection </li></ul><ul><ul><li>Smoke Detectors and Fire Alarm Systems </li></ul></ul><ul><ul><li>Air Sampling VESDA Early Warning System </li></ul></ul><ul><li>Fire Suppression </li></ul><ul><ul><li>FM200 based (available upto 2010) </li></ul></ul><ul><ul><li>Inergen based </li></ul></ul>© 2008-09 Choice Solutions
  6. 6. Vesda © 2008-09 Choice Solutions
  7. 7. FM200 © 2008-09 Choice Solutions
  8. 8. Harmless to the Environment <ul><li>Ozone Depletion Potential (ODP) = 0 </li></ul><ul><li>Global Warming Potential (GWP) = 0 </li></ul><ul><li>Atmospheric Lifetime = 0 </li></ul><ul><li>Composed entirely of gases present in the air we breathe </li></ul>
  9. 9. How Does Inergen Work? <ul><li>Fire is extinguished by depriving it of Oxygen. </li></ul><ul><li>The small amount of CO2 ensures that there is no risk to people. </li></ul>
  10. 10. Relevance of this Offering to Customers <ul><li>Define the customer pain point that this offering addresses </li></ul><ul><li>Translate into the product value proposition </li></ul>© 2008-09 Choice Solutions
  11. 11. Who is the Competition and What is Our Differentiation? © 2008-09 Choice Solutions
  12. 12. Principal Management <ul><li>Negotiating competitive pricing from principals/partners </li></ul><ul><li>In the face of competition, how do we work with principals to get preferential treatment? </li></ul><ul><li>Importance of keeping principal commitments </li></ul><ul><ul><li>E.g. picking up order at a reasonable negative margin in order to meet principal commitments. Usually, principals provide backend incentives for meeting commitments. </li></ul></ul><ul><li>Training qualified sales people which relieves the principal of managing pre- and post-sales cycles; principals appreciate/demand self-sufficiency </li></ul><ul><li>Getting third-party commitments to fulfill post-sales obligations </li></ul>© 2008-09 Choice Solutions
  13. 13. What Sales Support Material To Expect <ul><li>Customer needs analysis </li></ul><ul><li>White papers, data sheets, etc. </li></ul><ul><li>Proposals/quotations </li></ul><ul><li>Case studies </li></ul>© 2008-09 Choice Solutions
  14. 14. Choice Solutions Contact <ul><li><<PM Name>> </li></ul><ul><li><<Designation>> </li></ul><ul><li><<email>> </li></ul><ul><li>C: <<cell>> </li></ul><ul><li>T: <<tel>> </li></ul><ul><li>http://www.choice-solutions.com </li></ul>© 2008-09 Choice Solutions Phone: +91 40 2354 7600 Fax:     +91 40 2354 6400 Phone:  + 91 124 4004733 Fax: + 91 124 4004733 Phone: + 91 80 4123 6368-72 Phone: +91 120 3205202 / +91 120 4321230-32 Hyderabad (HO) Gurgaon Bangalore Noida Phone: + 91 22 2518 5910-12 Fax:     + 91 22 2518 5915 Phone: + 91 44 2431 3171-74 Fax: + 91 44 2420 1022 Phone: + 91 20 2567 9926-27 + 91 20 3292 1412 Fax: + 91 20 2567 9927 Phone: +91 0422 4384440 Mumbai Chennai Pune Coimbatore Phone: +91 33 3251 5541 +91 33 2463 6900 Kolkata
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