Analyse de la stratégie de vente de l'entreprise "World of Organics", spécialisée dans la distribution de produits organiques

Résumé du document

Supposing I am a senior sales representative for a "World of Organics" in the U.K, my main responsibility is to sell the company's range of Food and Drinks products. I choose to sell products to Granby and ASDA. It is important to know that two kinds of markets have different needs.

A small grocery have more needs than a major retailer, they wants to sell basic product for everyday customer life such as drink, fruit and vegetable, grow their range customer and increase their sales. Major retailers pay only attention their image and develop their turnover because they have a good fidelity due to their strong relationship with their customers.

Extraits

[...] We can also pitch that they are imported from Eastern Europe and are already sold in specialty stores which prove they are of great value. Some problem could occurred with ASDA could be linked to our production capacity. For example, if the first order from ASDA is too important we will not be able to face to another one and that may cause the end of term. construct of ‘sales manager responsiveness' was primarily drawn from data concerning how sales managers took action and resolved problems” (Nick Lee and John W. [...]

[...] Analyse de la stratégie de vente de l'entreprise "World of Organics", spécialisée dans la distribution de produits organiques Supposing I am a senior sales representative for a “World of Organics” in the U.K, my main responsibility is to sell the company's range of Food and Drinks products. I choose to sell products to Granby and ASDA. It is important to know that two kinds of markets have different needs. A small grocery have more needs than a major retailer, they wants to sell basic product for everyday customer life such as drink, fruit and vegetable, grow their range customer and increase their sales. [...]

[...] I would like to take the opportunity to propose you a personal interview so that I could show you in more detail some of our products and give you the chance to see for yourself theirs high quality. This meeting will also give you the opportunity to see the vast range of foods and drinks we have available and then we could conclude a contract between our two companies. I wish you a good continuation and I am sure that we will build a strong partnership. Awaiting your reply I stay available for all your additional questions. Thank you for your time and consideration. I look forward to hearing from you. [...]

[...] Based on studies conducted by Deeter-Schmelz and other authors the role of communication in the effective management of sales is very important, it is the attribute most frequently quoted. (Deeter-Schmelz, Dawn R., Karen N. Kennedy, and Daniel J. Goebel p.620), that why, it is important to ask commercial resellers to better understand their expectations and in this case better guide our arguments. Feedback is the main important think in the negotiation. It is also necessary to demonstrate that ASDA has greater need of our products that we need them, while showing that we have a very good knowledge about the market, their company, theirs products and theirs competitors. [...]

[...] After this two analyzes and the comparison between both, we can conclude that it is useful to realize our sales in both type of store. That can prevent either a dependence of ASDA or a lack of benefits due to low (to weak demand) demand from Granby. References Books Deeter-Schmelz, Dawn R., Karen N. Kennedy, and Daniel J. Goebel (2002), Understanding Sales Manager Effectiveness: Linking Attributes to Sales Force Values, Industrial Marketing Management Nick Lee and John W. Cadogan (2009), Sales force social exchange in problem resolution situations, Industrial Marketing Management Electronic resources http://www.asdasupplier.com/ http://www.asdasupplier.com/what-is-asda/how-we-want-to-work-with-suppliers http://www.asdasupplier.com/what-do-i-need-to-do-next/how-are-products- selected Bibliographie Cron, W.L. and DeCarlo, T.E. [...]