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Sales Trng Product Physical Security

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