Sale Management Report 2022

Sales Management
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Executive Summary
This report focuses on developing sales strategies for Alpaca Coffee which offers amazing
range of coffee products that completely satisfies coffee experience and insures that each of
their coffee range is carefully packaged in 100% plastic free and plant based packages so that
customers can enjoy great coffee without contributing additional burden to environment
waste. The key to successful selling approach for Alpaca is to recognise the pain or problem
behind buying decision and convincing buyer why do they need eco-friendly product, what
issue will it resolve and how will it eliminate plastic waste pains. Alpaca Coffee’s selling
principle emphasize on plastic waste that is generated from coffee industry which is
damaging planet and is a huge problem due to its non-biodegradable nature, thus Alpaca sells
a product which is not simply a coffee brand like others but a solution to single plastic use.
Alpaca Coffee is 100% plastic free product where customers can experience great flavours of
artisanal roasted South American coffee that is packaged in 100% plant based material which
is bio-degradable and does not adds to waste. The brand can manage both market based and
territory sales structure and engage people with right mix of expertise to deliver needs of each
market uniquely.
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Contents
Executive Summary............................................................................................... 1
Introduction........................................................................................................... 3
Principles and Techniques..................................................................................... 3
Selling through Others........................................................................................... 6
Sales Structures..................................................................................................... 6
Conclusion............................................................................................................. 8
References............................................................................................................. 8
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Introduction
Alpaca coffee offers exclusive range of freshly roasted coffee that are carefully packed in
first of its kind with 100% plastic free packaging and these artisanal coffee products are
delivered directly to customers. Alpaca coffee is just not a product it is a peace of mind
experience, that keeps customers safe in their realisation that they are not adding waste for
environment. As plastic pollution in coffee industry creates a high risk to the environment
ranging from disposable cups to coffee packaging so these single use plastics have added to
major threats for our planet and in UK alone more than 2 million tonnes of plastic packaging
is utilised each year. Also each year the coffee industry generates 23,000,000 tonnes of waste
so the Alpaca coffee products is a brand that offers unique solution to serve coffee
completely plastic free (Kickstarter, 2020).
The strategic sales approach utilised by Alpaca coffee is sustainable selling where their brand
has emphasised on social and environmental investments during their approach. Through
their sales approach the Alpaca brand attempts to establish association with their customers
and makes them realise how much their customers are significant and so are future
generations. Alpaca coffee’s sales approach promotes environmental and social responsibility
through their products, practices and brand values and encourages customers to do a little
more for environment by using their 100% plastic free coffee range. The sales approach of
Alpaca coffee emphasise their sustainable and 100% plastic free packages which are fully
made form plant based matter i.e. kraft paper, wood pulp and bio PBS that is obtained from
natural material like cassava, corn or sugarcane (London-TV, 2020). The sales approach
explicitly emphasizes the contrast of Alpaca coffee packaging from other normal plastic
packages that take many years to decompose, whereas Alpaca Coffee bags are fully bi-
degradable within 3 months in a home compost. So sales approach of Alpaca Coffee
emphasises on fully natural resource and plastic free coffee solutions that are sustainable
alternate for plastic which greatly pollutes and damages environment.
Principles and Techniques
a).The key principles of successful selling that are relevant includes:
Selling is entirely about association: irrespective of the product/service that is being sold, the
capability to win that sale finally always originates from a sales person’s capacity to establish
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