1. Select one of the following products listed below. First, list your assumptions about how the sales force is organized. Second, describe what the selling process would look like when selling these products in relation to the first foursteps in the selling process (pp.13-16).Please be specific in describing the activities involved in the selling steps, i.e. what information would you collect and how/where would you get it? * Large computersystems that cost millions of dollars sold to a large manufacturer * Copiers that cost $5000 sold to a law firm * Campbell’s soup sales sold to a grocery chain * PVC pipe fittings sold to a plumbing distributor
Ans:
The product selected is Campbell’s soup sales sold to a grocery chain. The sales force is organized in a geographical structure in this case as the company can keep a track which area is purchases which product or soup is in majority.
The first four steps of selling process: * Prospecting: The company will research and look for a wholesale markets or departmental stores where the product is easily accessible to people. The company can make formal or informal visits to stores and can survey on the number of people who purchase soup on a regular basis. * Pre- Approach: The company can research on the competitor companies and the products they are selling. This will help Campbell to expand more in variety, flavors etc. * Approach: This will involve in getting the customers attention. Campbell can give out free samples or discounts on their new product which will encourage customers to try them out. Also Campbell can look for strategies that other companies have adopted in and come up with a better strategy for the customer. * Need Identification: By the pattern of buyers purchases Campbell can draw a rough idea as to what flavor is more desirable. Also understand and