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Friday, March 15, 2019

IBM Selling Plan :: GCSE Business Marketing Coursework

IBM Selling seeExecutive SummaryWe have selected IBM as a prospective emptor for Nidecs spindle locomotes. For the past several months, Nidec has been the sole supplier of alter fans for the production of IBMs servers. Using this strong relationship as a base, we will present three main reasons for IBM to use Nidec as a supplier for spindle motors as well.First, Nidec is fitted to charge a set about price than competitors. This feature is possible because Nidecs 70% spindle motor market sh be allows the company to achieve economies of scale. Second, Nidec is committed to pursuing a double-win philosophy with its customers. IBM can count on Nidec to provide the best outcome to its many design and production problems. Nidec will work with IBM and IBMs suppliers to palliate the design and production of new products. Finally, Nidec places radical focus on the whole tone of its products from design to delivery. With one of the lowest DPPMs in the industry, Nidec has demonstrate d its world power and dedication to maintaining a high level of consistency and reliability. We argon schedule to give a presentation to a commodity manager and commodity engineer from IBMs hard disk drive department on February 22, 2000. This presentation will be persuasive in nature. It has one primary objective closing the sale By closing the sale, we mean securing a two-year agreement with IBM to purchase spindle motors exclusively from Nidec. If this objective cannot be met, we are confident that we will at least be able to secure a visit to Nidecs site in San Jose. A plant visit would surely convince IBM that Nidec offers the best solution.Customer desktopCustomer ProfileIBM is the worlds leading information technology company. From its beginning in 1890, the company has had a history of providing innovative solutions to composite problems. One of the more recent of IBMs innovations is its server technology. IBM is widely know for producing high quality and powerful serv ers for a variety of businesses, including retail, manufacturing, finance, distribution, health, legal, transportation, insurance and gentility (www.ibm.com/servers/). IBM produces dozens of different types of servers comprising five separate categories AS/400, Netfinity, NUMA-Q, RS/6000, and S/390. These servers are sold in more than 120 countries and can run on over 49 different languages (www.ibm.com/servers). They are adaptable to multiple platforms, and are compatible with thousands of software programs. During the past several years, IBM has spent billions of dollars incorporating the most right technological capabilities into its servers.

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