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    1. 3. <ul><li>Began in 1886 and we operate in over 200 countries offering more than 2800 beverage products </li></ul><ul><li>Products include waters, juices, teas, coffees, sports drinks and energy drinks </li></ul><ul><li>We own four of the world's top five nonalcoholic beverage brands: Coca-Cola, Diet Coke, Sprite and Fanta </li></ul><ul><li>In 2007, we had sales of over $1 billion worldwide </li></ul><ul><li>We distribute our wide array of beverages to consumers at a rate of 1.5 billion servings a day </li></ul>
    2. 4. <ul><li>Get a five year contract with SDSU to be their exclusive beverage provider </li></ul><ul><li>Target Demographic: (for San Diego State University) 18-24 </li></ul><ul><li>Competitor: Pepsi-Cola </li></ul><ul><li>According to Media Mark Reporter, in Fall Quarter of 2007, 18-24 year olds were 42% more likely to consume Pepsi-Cola, compared to 38% for Coca-Cola </li></ul>
    3. 5. <ul><li>Making a Lead a Prospect </li></ul><ul><li>Research Needs </li></ul><ul><li>History </li></ul><ul><li>Ability to pay </li></ul><ul><li>Authority to buy </li></ul>
    4. 6. <ul><li>Paul Melchior </li></ul><ul><ul><li>Director </li></ul></ul><ul><ul><li>SDSU Dining Services </li></ul></ul><ul><ul><li>(619) 594-7640 </li></ul></ul><ul><ul><li>Aztec Shops </li></ul></ul><ul><ul><li>SDSU Dining Services </li></ul></ul><ul><ul><li>San Diego State University </li></ul></ul><ul><ul><li>San Diego, CA 92182-1701 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Oversees all aspects of management for the SDSU Dining Services division </li></ul><ul><ul><li>- Catering, concessions, central food production, bakery, residential dining, purchasing and all retail outlets </li></ul></ul><ul><ul><li>- Oversee the budgeting and marketing for his department </li></ul></ul>
    5. 15. <ul><li>Paul Melchior </li></ul><ul><li>Trained as a chef in Seattle at the American Culinary Federation Apprenticeship for 3 years </li></ul><ul><li>Worked in Hotels in Hawaii and along the West Coast for more then a decade </li></ul><ul><li>Taking general education courses at Mesa College </li></ul><ul><li>Next year he will transfer to SDSU </li></ul><ul><li>Sights set on healthier eating options </li></ul><ul><li>Has made many changes in the restaurants and the food on the menu at SDSU </li></ul>Melchior says his goal is to make SDSU Dining Services “a world-class operation that will enhance the whole campus experience for our customers.”
    6. 16. <ul><li>What business is the company in? </li></ul><ul><ul><li>SDSU Dining Services </li></ul></ul><ul><li>Who influences the buying decision? </li></ul><ul><li>- Mr. Melchoir </li></ul><ul><li>How well satisfied with its present supplier of similar products (Pepsi-Cola) ? </li></ul>
    7. 17. <ul><li>Evaluating telephone voice </li></ul><ul><ul><ul><li>Pitch </li></ul></ul></ul><ul><ul><ul><li>Volume </li></ul></ul></ul><ul><ul><ul><li>Rate </li></ul></ul></ul><ul><ul><ul><li>Quality </li></ul></ul></ul><ul><ul><ul><li>Articulation </li></ul></ul></ul><ul><li>Organizing the Call </li></ul><ul><ul><li>Why am I calling? </li></ul></ul><ul><ul><li>What’s my proposal? </li></ul></ul><ul><ul><li>What would make this person want to grant my request? </li></ul></ul><ul><ul><li>How does my telephone script sound? </li></ul></ul><ul><li>Points to consider </li></ul><ul><ul><li>Time of day </li></ul></ul><ul><ul><li>Arrange for privacy </li></ul></ul><ul><ul><li>Develop script </li></ul></ul><ul><ul><li>Verify respondent </li></ul></ul><ul><ul><li>Tell just enough to get appointment </li></ul></ul><ul><ul><li>Show excitement </li></ul></ul><ul><ul><li>Never Argue </li></ul></ul><ul><ul><li>Sell your name </li></ul></ul><ul><ul><li>Be courteous </li></ul></ul><ul><ul><li>Watch your language </li></ul></ul>
    8. 18. <ul><li>Introduce yourself and your company </li></ul><ul><li>Take the curse off the call </li></ul><ul><li>State the purpose of the call </li></ul><ul><li>Make an interest-capturing statement </li></ul><ul><li>Request an appointment </li></ul><ul><li>Overcome Resistance </li></ul>
    9. 20. <ul><li>Date: 12/4/08 </li></ul><ul><li>Time: 8:00 AM </li></ul><ul><li>Where: San Diego State University </li></ul><ul><li>Save Information in Date Book, PDA, Calendar, ect. </li></ul>
    10. 21. <ul><li>From San Diego Airport: </li></ul><ul><li>Just off Interstate 8, </li></ul><ul><li>at College Avenue. </li></ul><ul><li>Address is: </li></ul><ul><li>5500 Campanile Drive San Diego, CA 92182 </li></ul><ul><li>Travel Time: </li></ul><ul><li>Aprx. 20 minutes </li></ul>
    11. 22. <ul><li>Anni : Mary Page </li></ul><ul><ul><li>Director of Sales for </li></ul></ul><ul><ul><li>West coast Division </li></ul></ul><ul><li>Terrence : Vikram Sanji </li></ul><ul><ul><li>Associate Director of Sales for </li></ul></ul><ul><ul><li>West coast Division </li></ul></ul>
    12. 23. <ul><li>Bjorn : Paul Melchoir </li></ul><ul><ul><li>Director of SDSU Dining Services </li></ul></ul><ul><li>Marcus : Rick Barber </li></ul><ul><ul><li>Associate Director </li></ul></ul>
    13. 25. <ul><li>Firm handshake </li></ul><ul><li>Eye contact </li></ul><ul><li>Nice clothing </li></ul>
    14. 27. Anni Pahlman Terrence Andersson
    15. 28. Topics <ul><li>Background </li></ul><ul><li>Product line </li></ul><ul><li>3. Our idea </li></ul><ul><li>4. Strenghts </li></ul><ul><li>5. Conclusion </li></ul><ul><li>6. Suggestion </li></ul><ul><li>7. Thank you </li></ul>
    16. 29. Background <ul><li>We operate in over 200 countries </li></ul><ul><li>Offering more than 2800 beverage products </li></ul><ul><li>In 2007, we had sales of over $1 billion worldwide </li></ul><ul><li>We distribute our wide array of beverages to consumers at a rate of 1.5 billion servings a day </li></ul>
    17. 30. Product line We own four of the world's top five nonalcoholic beverage brands: Coca-Cola, Diet Coke, Sprite and Fanta. Other well known brands:
    18. 31. Our idea Making Coke a Part of the Family
    19. 32. Our idea + <ul><li>Support Aztects with free sport drinks </li></ul><ul><li>Put the Aztec football schedule on 3 million Coke cans in SD </li></ul><ul><li>Sampling stations on campus during first 2 weeks </li></ul><ul><li>Our new machines will read red ID </li></ul><ul><li>Sponsor artists to perform at different events </li></ul><ul><li>We give 5 % of our sales profit </li></ul>
    20. 33. <ul><li>Provide The Aztec Athletics with free POWERade sport drinks during every semester at each event </li></ul><ul><li>Handout “goodie-bags”: beverages and coupons to use in our new soda machines </li></ul>
    21. 34. <ul><li>Put the Aztec football schedule on </li></ul><ul><li>3 million Coca cola cans all over </li></ul><ul><li>San Diego. </li></ul><ul><li>- Increase advertisement for Aztec & SDSU </li></ul><ul><li>- Larger audience on events </li></ul><ul><li>- Gained revenue to SDSUs benefit </li></ul><ul><li> </li></ul>Upcoming Events - AZTECS
    22. 35. <ul><li>During first 2 weeks / semester </li></ul><ul><li>Average 6 sodas / student </li></ul><ul><li>- 34.000 students </li></ul><ul><li>- 34.000 * 6 = around 200.000 sodas </li></ul><ul><li>Benefits: </li></ul><ul><li>- Higher satisfaction among students </li></ul><ul><li>- Aztec support </li></ul><ul><li>- Better school results ?? </li></ul>
    23. 36. New hi-tech machines <ul><li>Read red ID </li></ul><ul><li>Automic order system </li></ul><ul><li>- Time saving </li></ul><ul><li>Larger choice of beverages </li></ul><ul><ul><li>- Higher satisfaction </li></ul></ul>
    24. 37. <ul><li>Performances sponsored by </li></ul><ul><li>Coca Cola with names like </li></ul><ul><li>Madonna, Britney Spears </li></ul><ul><li>and Justin Timberlake </li></ul><ul><li>- Will strengthen the brand SDSU </li></ul><ul><li> and Aztec athletics </li></ul><ul><li>- Increase satisfaction among </li></ul><ul><li> among students </li></ul>
    25. 38. We give you our profit <ul><li>SDSU gets 5 % of the total sell profit </li></ul><ul><li>Approximately 8000 sold coca cola drinks / day </li></ul><ul><li>Around 300 days / year </li></ul><ul><li>5 % of total sell profit = $ 120.000 for SDSU / year </li></ul>
    26. 39. Our Strengths <ul><li>1,6 billion dollars are spent every year on advertisement </li></ul><ul><li>Surveys show 61% of Californians prefer Coke </li></ul><ul><li>Wide range of assortment </li></ul><ul><li>Most recognized brand name in the world </li></ul><ul><li>Consumer loyalty: one billion servings sold a day </li></ul>
    27. 40. Conclusion <ul><li>This cooperation will: </li></ul><ul><li>Increase your sales </li></ul><ul><li>Lower your prices & costs </li></ul><ul><li>Give you more satisfied customers </li></ul><ul><li>Create events & activities </li></ul><ul><li>4. Strengthen the brand SDSU </li></ul><ul><li>5. Advertiseme Aztec Athletics to their benefit </li></ul><ul><li>6. Give you more satisfied customers </li></ul>
    28. 41. Suggestion <ul><li>5 year contract </li></ul><ul><li>Increase beverage sales </li></ul><ul><li>Lower price </li></ul><ul><li>Benefit Aztec athletics in advertisement </li></ul><ul><li>5% of sellsprofit </li></ul>
    29. 42. <ul><li>Mr. Melchior, </li></ul><ul><li>We at Coca Cola company are very thankful that you took time to meet us today and we are hoping to see you again! </li></ul>

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