College of Business Administration

Case Information

Role-Play Information

Sales Scenario
You are a Sales Account Executive for T-Mobile for Business. T-Mobile for business was the first to introduce 4G networks, for instance – they already run one of the world’s most significant IoT practices, deliver data services to over 155 countries, and have decades of innovation firsts. It is your second week in the field after completing TFB’s Elevate new hire training program. You are pumped up and ready to make a difference!

During one of your first prospecting call blitz’s, you scheduled a meeting with Ryan, a Field Technician at Lucas HVAC. Your research informs you that Lucas HVAC is expanding its reach into the Manhattan and Junction City area. Lucas HVAC currently has a fleet of 30 vehicles and is looking to add five to ten more to cover the new service area. The Field Technician shared with you on the phone that several years ago they explored tracking their fleet of vehicles, but because so many employees are family, they decided against it. Now that the company is growing, the topic is hot again and the timing of your prospecting call was perfect.

Your manager at T-Mobile has given you the following key business objectives:

  • Establish rapport with Lucas HVAC
  • Position fleet management solutions offered by T-Mobile for Business as their best option to grow
  • Gain commitment with Lucas HVAC to implement the solution

Round Breakdown

Round 1: Meet with Ryan, a Field Technician for Lucas HVAC
  • Goal: Uncover the current challenges of managing a growing fleet of vehicles.
  • Close for another meeting with Skylar, the Field Manager.
Round 2: Meet with Skylar, a Field Manager for Lucas HVAC
  • Goal: Review the current situation and present fleet management solutions offered by T-Mobile for Business.
  • Close for a demo with your Field Engineer and Lucas, the Owner.
Round 3: Meet with Lucas, the Owner of Lucas HVAC
  • Goal: Review and discuss the demo with Lucas and answer any questions.
  • Close the deal for Lucas HVAC to implement a fleet management solution from T-Mobile for Business.

To prepare for each round, please utilize the following resources:

Additional Resources