Personal Selling Process for Pak ‘N Save

Personal Selling Process 0
Personal Selling Process
0

Personal Selling Process 1
Subject: Marketing Development & Sales
Assessment Title: Personal Selling Process for Pak ‘N Save, New Zealand
Submission Date:
Selling Firm: Countdown
Selling Product or Service: Products
Buying Firm:
Student Name:
ID Number:
The Lecturer’s Name:
Contents
1

Personal Selling Process 2
PLANNING THE SALES-CALL...................................................................................................4
IDENTIFICATION OF THE BUYING CENTRE MEMBERS AND THEIR ROLES IN THE
BUYING FIRM...............................................................................................................................5
BUYING SCENARIO OF BUYING ORGANISATION...............................................................6
BUYING PROCESS:......................................................................................................................8
PROPOSED SOLUTION................................................................................................................0
SALES CALL OBJECTIVE...........................................................................................................2
PLANNING THE SALES DIALOGUE.........................................................................................3
ANTICIPATING SALES OBJECTIONS (.....................................................................................5
EARNING PROSPECT COMMITMENT AND OFFERING AFTER-SALES SERVICE...........7
Buying Firm to Target.....................................................................................................................8
Buying Centre Members..................................................................................................................8
Plan to Target...................................................................................................................................9
Proposed Solution..........................................................................................................................10
Sales Call Objective.......................................................................................................................10
Planning Sales Dialogue................................................................................................................11
Sales Objections.............................................................................................................................11
Prospect Commitment...................................................................................................................12
References......................................................................................................................................12
2

Personal Selling Process 3
PART A
IDENTIFICATION OF SELLING ORGANISATION,
ITS PRODUCT, PRODUCT RANGE OR SERVICE
3

Personal Selling Process 4
PLANNING THE SALES-CALL
IDENTIFICATION OF THE BUYING FIRM TO TARGET
Name of Business Countdown
Industry Supermarket
Nature of the Business Products & Services
History of the Business Established Since 1981
Number of Facilities/Offices Operating in more than 184
locations in New Zealand
Number of Employees 18000 employees
Company Size large size organization
Target Market Served The target market that is served
by the organization is the
customers, who are interested in
buying high-quality products.
Products and Services Offered The organization offers grocery
products, therefore, the
organization offers a wide variety
of products. In addition to this, the
organization also offers services of
providing the customers with
health tips, recipes, and many
others.
Key Competitors The key competitors of the
organization are New World, Pak
N’ Save, Super Value, Fresh
Choice, Four Square, and many
others.
Actual Address of Buying
Office
80 Favona Road, Mangere,
Manukau 2024
Other Information Helpful for
Seller to Know
The other information that will be
helpful for the seller, is that the
organization Countdown, is
currently the most successful and
top supermarket organization in
New Zealand, with humongous
loyal customers.
Source/s of Information:
1. https://www.linkedin.com/company/pak%27nsave
4

Personal Selling Process 5
2. https://www.paknsave.co.nz/
3 https://www.countdown.co.nz/about-us/contact-us
IDENTIFICATION OF THE BUYING CENTRE MEMBERS AND THEIR
ROLES IN THE BUYING FIRM
Name of Business: Countdown Supermarket
Organization.
Address: 80 Favona Rd
Mangere
Manukau 2024
Postal Address -
Woolworths New
Zealand Limited
Private Bag 93306
Otahuhu
Manukau
Phone [phone] 2788
Name of Buying
Team Member 1 -
Natalie Davis
Job Title/Role –
Managing Director
Phone: [phone]
40
Email:
media@countdown.
co.nz
Name of Buying Team
Member 2 - Brett
Ashley
Job Title/Role –
General Manager of
the store and supply
chain
Phone: [phone]
Email:
[e-mail].
nz
Name of Buying Team
Member 3 - Josh
Gluckman
Job Title/Role - general
manager strategy and
transformation
Phone: [phone]
Email:
[e-mail]
Person who is most
likely to be the
main influencer in
making the final
buying decision:
The main influencer in making the final
decision will be Natalie Davis. She is the
head of the organization and thus, she will
be responsible for influencing other
opinions.
Secondary Source of
Information:
https://www.countdown.co.nz/about-us/our-
company
OR
A person who will
most likely have the
authority to sign off
Natalie Davis
5