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Section 05 - Additional Seller And Buyer Role Play Scenarios
GROB Aerospace Buyer B
You are an Expressive (high responsiveness; high assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/Objections:
2) So where did you go to school? How do you like working for GROB?
3) How does your aircraft compare to a VLJ in terms of range, capability, and comfort?
Section 05 - Additional Seller And Buyer Role Play Scenarios
GROB Aerospace Buyer C
You are an Analytical (low responsiveness; low assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/Objections:
(maintain 5 seconds of silence after each question the student asks you for the first few minutes of the
interview).
1) Explain to me how your aircraft’s specs differ from a VLJ in terms of speed, cruising capacity, fuel
economy, and weight?
2) (after the student starts to explain these specs, interrupt them and say that your information is
different from theirs in terms of range, speed and ask the student to clarify.)
Section 05 - Additional Seller And Buyer Role Play Scenarios
GROB Aerospace Buyer D
You are an Amiable (high responsiveness; low assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/Objections:
1) Welcome the sales rep and start off my saying that you remember someone at GROB from college but
can’t remember their name, then run off a few names of people and ask the sales rep if they know
them?
2) When the student sales rep starts his/her presentation allow them to continue for a few minutes and
then ask them where they went to school?
Section 05 - Additional Seller And Buyer Role Play Scenarios
Pilatus Aerospace Seller
You are a sales representative for Pilatus Aerospace calling on the CEO and buyer at Daytona Charter
Aircraft Company – a small 4 plane charter operation that services small airports in Florida and the
Eastern Caribbean out of their Daytona Beach location. Currently, you know that this operation has 4
Piper aircraft and are interested in purchasing either a VLJ or Very Fast Turboprop to expand the range
of your services. You are trying to see if the buyer would be a customer for your P180 AVANTI LL single
pilot VFT plane.
Section 05 - Additional Seller And Buyer Role Play Scenarios
Pilatus Aerospace Buyer A
You are a Driver (low responsiveness; high assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/ Objections:
1) Why should I do business with Grob Aerospace with so many other VLJ companies out there?
2) I am considering increasing my charter services throughout the Eastern and Western Caribbean; can
your aircraft meet my needs for speed and range?
Section 05 - Additional Seller And Buyer Role Play Scenarios
Pilatus Aerospace Buyer B
You are an Expressive (high responsiveness; high assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/Objections:
1) (after introductions, tell the rep that you’ve heard a lot about the VFT and are really interested in
learning more from him/her about the aircraft).
2) So where did you go to school? How do you like working for GROB?
3) How does your aircraft compare to a VLJ in terms of range, capability, and comfort?
Section 05 - Additional Seller And Buyer Role Play Scenarios
Pilatus Aerospace Buyer C
You are an Analytical (low responsiveness; low assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/Objections:
(maintain 5 seconds of silence after each question the student asks you for the first few minutes of the
interview).
1) Explain to me how your aircraft’s specs differ from a VLJ in terms of speed, cruising capacity, fuel
economy, and weight?
2) (after the student starts to explain these specs, interrupt them and say that your information is
different from theirs in terms of range, speed and ask the student to clarify.)
Section 05 - Additional Seller And Buyer Role Play Scenarios
Pilatus Aerospace Buyer D
You are an Amiable (high responsiveness; low assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/Objections:
1) Welcome the sales rep and start off my saying that you remember someone at GROB from college but
can’t remember their name, then run off a few names of people and ask the sales rep if they know
them?
2) When the student sales rep starts his/her presentation allow them to continue for a few minutes and
then ask them where they went to school?
Section 05 - Additional Seller And Buyer Role Play Scenarios
EADSM Aircraft Seller
You are a sales representative for EADSM Aircraft calling on the CEO and buyer at Daytona Charter
Aircraft Company – a small 4 plane charter operation that services small airports in Florida and the
Section 05 - Additional Seller And Buyer Role Play Scenarios
EADSM Aircraft Buyer A
You are a Driver (low responsiveness; high assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/ Objections:
1) Why should I do business with EADSM with so many other VLJ companies out there?
2) I am considering increasing my charter services throughout the Eastern and Western Caribbean, can
your aircraft meet my needs for speed and range?
Section 05 - Additional Seller And Buyer Role Play Scenarios
EADSM Aircraft Buyer B
You are an Expressive (high responsiveness; high assertiveness)
You are President and founder of Daytona Charter Aircraft Company, a small 4 plane, charter operation
that services small airports in Florida and the Eastern Caribbean out of your Daytona Beach location.
Questions/Objections:
1) (after introductions, tell the rep that you’ve heard a lot about the VFT and are really interested in
learning more from him/her about the aircraft).
2) So where did you go to school? How do you like working for EADSM?
Section 05 - Additional Seller And Buyer Role Play Scenarios
EADSM Aircraft Buyer C
You are an Analytical (low responsiveness; low assertiveness)
Today you are seeing a sales representative from EADSM about their new TBM Very Fast Turboprop.
Questions/Objections:
(maintain 5 seconds of silence after each question the student asks you for the first few minutes of the
interview).
1) Explain to me how your aircraft’s specs differ from a VLJ in terms of speed, cruising capacity, fuel
economy, and weight?
