kick starter product or service

I will upload the assignment brief There are 2 tasks to complete - a sales pitch which would like t be written on Word and a report which is the 2nd task

Sales Management
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Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
Sales Script.............................................................................................................................3
TASK 2............................................................................................................................................6
An introduction to product or service range supported by company data and industry trends. 6
Describe and explain the key principles and techniques of successful selling relevant to the
company.................................................................................................................................6
Describe the concept of ‘selling through others’ and explain the importance and advantages of
using this sales technique. Use relevant examples to enhance your answer..........................7
Critically Analyse how these principles and techniques contribute to building and managing
customer relationships. Use examples from your own organisation as well as from other
organisations...........................................................................................................................8
Evaluate sales structures relevant to the product range..........................................................8
Critically assess the implementation of different sales structures, illustrating with specific
organisational examples.........................................................................................................9
Explain sales strategies maximising profitability as a critical element of corporate account
management within a defined sales structure.........................................................................9
Evaluate and recommend how an efficient sales structure can improve financial viability, and
assist a strategic advantage over competitors.......................................................................10
A set of conclusions and recommendations feeding through to an executive summary......10
CONCLUSION..............................................................................................................................11
REFERENCES..............................................................................................................................12
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INTRODUCTION
Sales management is the procedure in which the company is planning to formulate
decisions which are with the purpose to boost sales and to formulate those techniques which help
to coordinate sales as well. Sales management is directly helpful or the business so as to maintain
and increase sales of the product so due to which targets can be met (Anabila and Kumah, 2016).
So it is beneficial for business as well as the owner to implement proper sales management
strategy so as to deal with all the situations. In this report the innovative product undertaken is
Heirloom Chili Pepper Subscription Box which is having the company name Homesweet
Homegrown, and founded by Robyn Jasko. The report is covering a sales script and other
information regarding products of Homesweet Homegrown. In the last section suggestions are
given for improvements in overall venture.
TASK 1
Sales Script
Sales Pitch
Salesperson: "Hello, Mrs. Alexa. My name is Steve and I am calling to convey about a distinct
product which is Chile pepper subscription box, this will assist you to consume proper
vegetables”.
Prospect: " Thank you for giving me such information but can you please elaborate that how
this will assist me as already I am in the habit of eating of healthy food”.
Salesperson: “Our product is coming with bulk recipes of pickles so that you can enjoy these
delicacies at any point of time throughout the year.
Prospect: “This is amazing, so how many flavours are there in peppers.”
Salesperson: “We are offering 40 flavours which are rare and filled with delicacies.”
Prospect: "Okay thank you for conveying this information, but can you please give some more
information about sales management that how your company offers Chile Pepper Subscription
Box?"
Salesperson: “ Sales management is the primary business function which helps us to increase
total sales by selling Chile Pepper Subscription Box and adopting numerous sales strategies”.
In the current scenario the sales of our product which is Chile Pepper Subscription Box
can be enhanced by adopting various strategies and concepts as well within the same manner in
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which innovative idea of Homesweet Homegrown took place. The idea was innovated by
Robyn Jasko who is founder of Homesweet Homegrown, the startup which is offering hot
sauces and DOSE. With the help of this venture she tries to encourage other people to
acknowledge their own diet irrespective of their location. In past years she had published
several magazines and sites at global level which is about sustainable living, motives and the
most basic way to live.
Salesperson: “Various products are offered by Homesweet Homegrown such as natural spices
which are organic, on the other side Robyn Jasko and her team is eager to share their naturally
planted peppers with their new product that is Chile Pepper Subscription Box. At land in
Kutztown 40 verities of uncommon pepper of all the ranges and warmth flavours, and then
sipped to another nation so that individual may have experience of eating crisp peppers. Also,
Chile Pepper Subscription Box has been considered as the scarcest bean stew pepper on the
planet which is collected from homestead and offered to the overall market.
Prospect: “Okay thank you for giving me such information. So further can please elaborate
sales management principles within your company which are adopted to sell Chili Pepper
Subscription Box.”
Salesperson: “Sales management is essential for the new product Chili Pepper Subscription
Box because during sales process activities regarding sales takes place. In the business it is vital
to execute different jobs such as dispersal of Chili Pepper Subscription Box within various
locations and distributing all resources to the required and right area. In the context of
Homesweet Homegrown they are using sales management process so as to decide management
of sales team, assigning them operations and functions. Chili Pepper Subscription Box is
product which is in the need of appropriate sales management so that the business may simply
manage each and every action which is associated with sales. So required sales management
principles are elaborated as under:
Sales managers creates a difference: This is the primary function of sales management while
selling Chili Pepper Subscription Box. It can be said that manager are playing essential role
within the sales process as they have all the required skills and knowledge. They are
accountable for attaining goals and objectives of the business. Sales manager encourages sales
personnel so as to finish their tasks within stipulated time limit. The good example of this is
Herman Miller which is specifically an organisation which deals in business to business
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activities, where plans against sales manager and other personnel are made and adopted in a
distinct way which is helpful so as to maintain healthy environment within workplace. This
assists the business in enhancing their sales and overall productivity.
Organisation efficiency- Efficiency is essential section of the business as this is making the
business stronger. In the procedure of sales management so as to ascertain capabilities of staffs
and other employees. In the context of Homesweet Homegrown their overall productiveness
can be enhanced. Chilli subscription box could have efficiently enhanced as organic chilli
which will be high in their inbuilt qualities. Along with this the variability of peppers in their
product range enhances which is providing wide opportunity of growth. This is helpful in
increasing overall efficiency and organisational goodwill.
Training: In the procedure of boosting sales of Chili Pepper Subscription Box, the most
essential element is giving training so that to stimulate confidence within roles and
responsibilities which is given to individual. With the help of appropriate training this provides
skills and knowledge within workforce that helps them to achieve their targets and to become
goal centric. So Homesweet Homegrown provides sessions for training and development for
new and old employees so that to make them aware about those area where they require
improvements. The sales manager of Starbucks uses user friendly features so that to train their
employee in that way and for that they uses social media platform such as Facebook. Within
these social platform proper planning by organising several contests so that to develop store
location and to post jobs in a proper manner. So with the purpose of enhancing sales
Homesweet Homegrown is required to increase their presence over social media platform and
other websites.
Positive environment: The management and marketing are two wider concepts. Sales
management is positive environment is created so as to boost morale or employees and their
retention within company. On the other side retention is dependent on inner culture and
environment. In the context of Homesweet Homegrown they are having optimistic environment
so which gives them high sales and profit.
Salesperson: “Hereafter, these are some important sales management principle which are
required to stay focused by Homesweet Homegrown so as to new out to new destinations which
may render them to attain their goals and all the aims regarding to sales.
Prospect: “Okay this is enough information for me. I encourage the adopted innovation by the
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company. And fir sure in future I am going to buy this product whenever the need for the same
will arise to me.
Salesperson: “Thank you sir for your precious time. Have a nice day sir”
TASK 2
An introduction to product or service range supported by company data and industry trends.
Robyn Jasko is the founder of Homesweet Homegrown has propounded a product which is
seasonal product named Chile subscription box. With the main purpose to encourage organic
farming they tried to pull students and customer so as to bring them close to nature, where they
can get knowledge that how to produce Chile pepper with superior quality. Along with this the
product is having useful life of three months and having various varieties in it.
So ultimately the company is trying to offer various variety of Chile pepper which will
have their own profile card made for the customers. So the place where customer will be able to
enhance their own skills with respect to food preparation, scoville score, flavours and many forth
which can be get for a single perpper which is planted by Homesweet Homegrown. On the other
hand the company is having another product which is Chile pepper subscription box, this is
having set of recipes which can be used so as by using pepper and adopting the given procedure.
Describe and explain the key principles and techniques of successful selling relevant to the
company.
Every business organisation is planning to develop their own strategy for selling their product
within marketplace, for this purpose business makes several techniques and procedure
which are required to follow by business (Dechawatanapaisal, 2018). These principles help
the business in boosting their sales in a considerable manner. On the other hand all the key
aspects and techniques are required to be followed by the business so as to have business
growth. Similarly, Homesweet Homegrown is keeping their major focus on selling of their
innovative product which is Heirloom Pepper subscription box.
Key principles of successful selling:
 Selling is all about relationships: This is the basic principle which helps he business to
sell their new product which is Heirloom Chili Pepper Subscription Box. Detailed
information is given to the customers about Chile pepper which is developing relations of
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company with their customers. With the help of this the company is able to achieve their
sales target in an efficient manner (Fornari, 2018).
 Price and value go hand in hand: In the current market every industry is having high
level of competition. So with this reference selling their product by taking this principle
as their main focus will lead successful market capture to Homesweet Homegrown. It is
important for the company to keep price at that extent at which that value can be given to
customers. Whereas with the help of making effective relations value can be enhanced in
the mind of customer for their product which is Heirloom Chilli pepper (Swaim and et.
al., 2016).
Techniques of successful selling:
 Magnify the pain and make the cost real, present, and unbearable: This is the
primary technique which can be used by Homesweet Homegrown so as to recognise
market competition and their pricing strategy so as to identify the coming obstacle in the
sales process. It is required to analyse the strategy which is opted by competitors in order
to get assistance in making appropriate strategy and boosting sales.
 Help them sell themselves (AKA: Sales Aikido): It is said that best sales personnel do
not try to sell that means they don’t convince people by talking, they persuade people by
their efforts. So Homesweet Homegrown is trying to recruit those person who are having
great sales tactics so that they can help the company in boosting sales of Heirloom Chili
Pepper Subscription Box. (Gotoh and Wakako, 2018)
 Don’t Over-Personalize the promotional campaign for enhancing the sales: The
comaony is having major target to increase backing number which is currently 195. So
this is their main focus so as to enhance this number in earliest time.
Describe the concept of ‘selling through others’ and explain the importance and advantages of
using this sales technique. Use relevant examples to enhance your answer.
Selling the product with the help of other is the most common technique used in order to
promote a product within marketplace by using famous channels. Retailer buys inventory from
the manufacturer and reserves the right to return those products which remains unsold after a
specific time limit (Guduru and et. al., 2016). In the context of Homesweet Homegrown, they do
not promote their product by personal selling as this is a costly method and this is highly
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beneficial for large companies so as to boost their sales. With the purpose of Heirloom Chili
Pepper subscription box the company prefers to adopt word of mouth method so as to enhance
productivity and to make their potential customer aware about their product as well. with the
help of this method the company is able to enhance the market reputation of their company by
putting efforts to render information about their product in the marketplace. Their product which
is Heirloom Chili Pepper subscription box is a product which is developed within organic farms
and a set of rarest chilli peppers. Along with this the company is having a thought that customer
is ready to buy a product directly from suppliers. For example, Homesweet Homegrown s willing
to sell their produict by using distinct selling plans and by making new strategies that may be
useful so as to attain business objectives and to utilise adopted marketing strategies.
Critically Analyse how these principles and techniques contribute to building and managing
customer relationships. Use examples from your own organisation as well as from other
organisations.
All the above mentioned techniques helped Homesweet Homegrown so as to enhance their sales
in a sequential manner. By adopting notion of Aikido sales and by adopting appropriate pricing
strategy the company is able to create value for their product into the marketplace and to enhance
their sales as well. On the contrary huge companies in UK such as Tesco they have adopted
strategy which is contrast to this. As they came up with a product which is Too good to waste
box so as to sell their products at cheaper rates compared to other companies. They had so many
economic options to serve their customers such as wonky veg box of £5. This is not concluded
that this is the best strategy that they could opt for but at the same time this gave them high
profits in short run (Hinson, Adeola and Amartey, 2018)
.
Evaluate sales structures relevant to the product range.
Geography structure is taken as the sales structure by Homesweet Homegrown as in their
process of sales and boosting sales. The company is required to enhance their overall
performance by selling verities of chilli pepper in the marketplace. The company has effectively
recognised those areas where the demand of their Chili Pepper Subscription Box can be high so
this structure is considered as appropriate to them. The areas where soil is fertile that is the best
areas for the company to target their product so as to manage supply and meet demands. With
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this structure the company is able to meet their customers demand in an effective manner.
Similarly the person who is prone to eat healthy food is the major potential customer in order to
serve them rarest chilli pepper so as to meet their needs. (Itani, Agnihotri and Dingus, 2017)
Critically assess the implementation of different sales structures, illustrating with specific
organisational examples.
In the current scenario the company has taken geographical sales structure which is helping
them to manage territory across their target areas. With the help of this method they will be
having lowest chances to get duplication of their product as they have a limited area to cover and
within those areas they have high controlling marketing tactics. On the other side it is analysed
that in order to get high sales repetition the company is required to focus on various geographic
areas which can be given to different salesmen. This is helpful for the company to grow their
sales and to catch each and every portion of the geographic area in which they are targeting.
Explain sales strategies maximising profitability as a critical element of corporate account
management within a defined sales structure.
In order to get high benefits over the new product the company is required to adopt
efficient sales strategy so as to boost sales and earn super profits. Online selling approach could
be the most beneficial as per their geographic structure. For corporate accounting this will be the
vital portion as this can be utilised by them in an effective manner.
With the help of social media, the same would be channelized so as to prepare marketing
operations by using Facebook or instagram as their mediator and to cover large number of
population in their operations (Kerzner, 2019). With the help of content which is written over
social pages will help the company to develop awareness about their product and to boost their
sales. Similarly practices of CSR is also helpful for the company to cover large audience for their
product offering and to stimulate the benefits of their product which is to render health benefits.
On the other hand by creating value for their product in the market will be helpful for them to
enhance their customer base and sales repetitions.
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Evaluate and recommend how an efficient sales structure can improve financial viability, and
assist a strategic advantage over competitors.
It is critical for the companies to use such a sales structure which will help the company in
improvising their financial capabilities and assist them to take benefits over their rivals. For
Homesweet Homegrown the have opted for geographical structure which is critical to them as
for first the company is required to focus the area where soil is fertilised then they are required to
select their target customer so as to pitch their product (Magerer, 2017). This segmentation helps
the company to save money over marketing techniques which will give benefits to company over
their profitability. Similarly this method helps the company to save their additional efforts within
promotional channels so as to save their time and money as well. So this strategy is the most
suitable strategy for Homesweet Homegrown in order to have tough competition against their
rivals and to enhance their financial capabilities so as to get strategic benefits.
A set of conclusions and recommendations feeding through to an executive summary.
Conclusion: It can be concluded that Homesweet Homegrown is having opportunity to
boost their sales by marinating proper relations with their customers and by adapting distinct
marketing tactics. On the other hand company is utilising their efficiency and trying to promote
their product by using other people and their skills. Similarly the company is supposed to
enhance value of their customer by charging appropriate price so that customer would be happy
to buy that product.
Recommendations: In the current scenario, it is suggested that Homesweet Homegrown
is supposed to enhance needs which is immediate to the customer and for this they must use
numerous selling tactics so as to boost sales of their innovative product which is Chile Pepper
Subscription Box. Similarly the company is suggested to maintain their relation with customers
so as to meet their expansion needs and to have leverage over regional level (Pöyry, Parvinen
and McFarland, 2017).
.
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CONCLUSION
As form the above mentioned detailed report it can be concluded that sales management
is having significant role within the company as this assist company in hitting several targets
which are related to sales even in unstable business conditions (Skiba, Saini and Friend, 2016).
The product was taken under this report was Heirloom Chile Pepper Subscription Box of the
company Homesweet Homegrown in which the company is providing chilli pepper which is
rarest on the planet and recipes which can be used to prepare pickle from peppers. Along with
this it is said that by making appropriate sales structure the company is able to attract new
investors which will help the company in their launching of new product in the marketplace.
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REFERENCES
Books and Journals
Anabila, P. and Kumah, F., 2016. Selling and Sales Management. Bastos, C.S.S., 2018. Process
modeling for sales management: critical analysis and improvement through information
management technologies.
Dechawatanapaisal, D., 2018. Employee retention: the effects of internal branding and brand
attitudes in sales organizations. Personnel Review.
Fornari, D., 2018. Trade marketing & sales management. EGEA spa.
Gotoh, H. and Wakako, T., Panasonic Intellectual Property Management Co Ltd, 2018. Sales
management device, sales management system, and sales management method. U.S.
Patent Application 15/554,102.
Guduru and et. al.,2016. Sales Management Portal.
Hinson, R.E., Adeola, O. and Amartey, A.F.O., 2018. Sales Management: A Primer for Frontier
Markets. IAP.
Itani, O.S., Agnihotri, R. and Dingus, R., 2017. Social media use in B2b sales and its impact on
competitive intelligence collection and adaptive selling: Examining the role of learning
orientation as an enabler. Industrial Marketing Management, 66, pp.64-79.
Kerzner, H., 2019. Using the project management maturity model: strategic planning for project
management. John Wiley & Sons.
Magerer, L.K., 2017. A Mobile based accounting and sales management system for small retail
shops (Doctoral dissertation, Strathmore University).
Pöyry, E., Parvinen, P. and McFarland, R.G., 2017. Generating leads with sequential persuasion:
should sales influence tactics be consistent or complementary?. Journal of Personal
Selling & Sales Management. 37(2). pp.89-99.
Skiba, J., Saini, A. and Friend, S.B., 2016. The effect of managerial cost prioritization on sales
force turnover. Journal of Business Research. 69(12). pp.5917-5924.
Swaim and et. al.,2016. Antecedents to effective sales and operations planning. Industrial
Management & Data Systems.
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