Pre-approach Planning Partner Assignment for Britannia 50-50

This assignment discusses the pre-approach planning for Britannia 50-50 biscuit, including specific objectives for the first sales call, FABs that differentiate the product, marketing plan details, business proposition, and negotiable details.

Students: Product: Britannia 50-50
Week 6
Pre-approach Planning Partner Assignment- 3% Due Week 7
Details to be entered into the Customer Relationship Management program (customer details)
Britannia 50-50 is a biscuit that is healthy and provides the consumers with both sweet and salty flavors. The
biscuit is an energy booster and is also a perfect complement to any beverage. The product perfectly caters to
the demands of customers seeking for a salty or a sweet biscuit. The other aspect that makes it even better is that
it is available at reasonable prices and at frequent locations (Patel, 2014).
Specific Objective for your first sales call- use SMART
Specific – For the first sale calls, the customers should be dealt with directly without any unambiguous details.
The customer should be informed about the product in details and also, the purpose of the call should be made
clear.
Measurable – The main aim of the first sale call should have the objective of increasing the sale of the product.
Thus, having measurable objectives also acts as a driving force.
Attainable - The call main motive is to transform the non-customer into the customer of the product.
Relevant – The call should be conducted in a manner that it addresses the needs of the customer along with
fulfilling the organizational objectives too.
Timely – The call should be precise. So, all the information that has to be conveyed to the potential customer
should be conducted in a concise way (McPheat, 2018).

3 FAB's that differentiate your product – from Week 4 – use FAB statement for each
The three FAB’s that differentiate the product is –
 Feature
 It pleases both the taste buds sweet and salty.
 It is available in different flavors like Maska Chaska and the 50-50 snack.
 They have a longer shelf life.
 Advantage
 Due to its unique quality of fulfilling the demands of both the customers looking for sweet or
salty flavor biscuit. This product caters to the need of diverse customers.
 It is a reasonable product, so it can be pitched to people from different financial backgrounds.
 It is a hallmark product (Clark, 2012).
 Benefits
 It offers customers with immense satisfaction.
 It will accelerate the sales of the organization as it is available at reasonable prices.
 It provides the organization with the potential to expand further.
FAB Statement
“A healthy light snack, satisfying your sweet and salty food buds at a reasonable cost.”

Marketing Plan Details including: location in store, advertising details, in store promotional
material, return policy, warranty, spokesperson, push and pull strategy
Location in store – The product is easily available at any supermarket and even at a small grocery store.
Advertising details – The product is advertised mostly through print and television medium.
In-store promotional material – The product is offered with an extra quantity. Also, the availability of a different
flavor is also utilized (Haughey, 2018).
Return policy – The product is returnable only if it is closed.
Warranty – the product have a certified hallmark and also has an expiry date on the packaging.
Spokesperson – for any query there is a customer care number printed on the product packaging.
Push and pull strategy – The product is marketed to the customers by informing about all the attributes, which is
conducted with the push strategy. Then, the salt and sweet flavor in a single biscuit help in attracting the
customers with the pull strategy.
Business Proposition including the cost of your product, suggested retail, gross profit
percentage and any deals that you will be offering

From week 4 assignment
The cost of the product is $4, which is also offered to the retailers at $3. The gross profit margin is between 30
to 39 percent, depending on the deal with the retailer. This is a fair profit margin thus, there is no need for any
additional offers.
Negotiable Details such as training, free samples, contest paid by supplier
For the initial sale of the product and to attract the customers, the potential clients will be offered with free
samples. This will act as a driver for effective decision making. Also, it will help in getting more sales.
References
Clark, K. (2012). Features, Advantages, and Benefits | FAB Statements - devEdge Blog. Retrieved from
https://devedge-internet-marketing.com/2012/10/06/features-advantages-and-benefits-fab-statements/

Haughey, D. (2018). Project Planning a Step by Step Guide. Retrieved from
https://www.projectsmart.co.uk/project-planning-step-by-step.php
McPheat, S. (2018). 10 Ways to Start a Sales Call So Prospects Don't Hang Up On You. Retrieved from
https://blog.hubspot.com/sales/how-to-start-a-sales-call
Patel, S. (2014). Britannia Biscuits. Retrieved from https://patel92saurabh.wordpress.com/