Market Analysis and Sales Strategies for Organic Wine Company Report

This report provides a comprehensive analysis of market development and sales strategies for the Organic Wine Company, focusing on the South Auckland territory. It includes an executive summary outlining the report's objectives, followed by an introduction to the company's goals. The core of the report involves a detailed territory analysis of South Auckland, identifying various types of prospects, such as wine delivery companies, vineyards, and liquor stores. Prospect analysis of First glass wine spirits and High IQ Liquor is conducted, including their strengths and potential. The report details a first call plan for one of the prospects, the products and services to be promoted, and anticipated questions and objections. It also explores ethical closing techniques and plans for future contact to make more sales, concluding with a summary of key findings and recommendations. The technical part is also included at the end of the report.

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Running head: MARKETING
Marketing Developments and Sales
Name
Institution
Author’s Note

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Table of Contents
Executive Summary.........................................................................................................................3
Introduction......................................................................................................................................3
Territory analysis of South Auckland..........................................................................................4
Types of prospects.......................................................................................................................4
Prospect analysis..............................................................................................................................7
First glass wine spirits.................................................................................................................7
High IQ Liquor............................................................................................................................8
First call plan for one of the prospects.............................................................................................9
Products and services that has to be promoted by high IQ Liquor..............................................9
Questions to be asked....................................................................................................................10
Objections that are likely to be encountered..................................................................................10
Possible ethical closing techniques................................................................................................11
Plans for future contact to make more sales..................................................................................12
Conclusion.....................................................................................................................................13
Technical part................................................................................................................................15

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Executive Summary
This paper aims towards coming up with a wide range of market development and sales
concepts that are implemented in the wine market in order to reach a huge number of targeted
customers who are known to be situated in various locations. Moreover, it is also geared towards
coming on board with a wide range of management techniques that are capable of providing
some of the most appropriate and reliable positive outcomes as far as various goals and
objectives are concerned. On the other hand, the entire research will carry out some form of
territory analysis that will be concentrated within the boundaries of South Auckland specifically
within the wine market platform.
Introduction
The Organic wine company aims towards covering a huge population of individuals who
are located in various market platforms by providing them with quality products and services that
are able to address all their needs within the stipulated time frame. Moreover, it is also concerned
with attaining one of the best reputations across various suppliers who will in turn play one of
the most essential roles in terms of marketing a wide variety of wine products within the market
platform through the use of various techniques that are capable of attracting the attention of all
the customers. Its top management leaders are much concerned with the performances of the
entire organization by making sure that all the operations are carried out in an adequate and
reliable manner without bringing on board any complications.

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Territory analysis of South Auckland
The analysis of the entire prospecting process will be carried out within the boundaries of South
Auckland where a variety of customers are located (Maksimovic & Phillips, 2011). This is a
territory that is known to have the capability of consisting of a wide range of characteristics that
tend to be ranging from one personality to the other (Bouis & Saltzman, 2017). Moreover,
organic wine company aims towards offering one of the most suitable products and services
within the territory in order to make sure that the needs of all the clients are adequately met
within the stipulated time frame without any delays being encountered. On the other hand, quite
a number of possible prospects are known to be existing within the whole territory thus
providing the entire organization with one of the best opportunities of to come up with a wide
range of decisions that aims towards taking its performance to the next level and at the same time
being able to build its reputation across various groups of personalities (Prasad & Mailankody,
2017). At the same time, a wide variety of the available prospects are known to be having
different characteristics that are capable of adequately describing what they are within the market
platform (La Rocca, Moscatelli, Perna & Snehota, 2016).
Types of prospects
 Fine wine delivery company- This has been one of the best wine delivery companies that
has been working hard to ensure that a wide variety of customers within the southern part
of Auckland are well served with a wide variety of wines (Zhang et al., 2016).
Additionally, this is a prospect that is known to have the capability of implementing a
wide range of market development techniques in order to reach various consumers

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situated in different places. The organic wine company will therefore be offering them a
wide variety of Sauvignon Blanc wine at a price of $20 per bottle.
 Great little Vineyards- This is another group of prospect that is being targeted by the
whole organization (Smart et al., 2017). They have adequately invested in various
distribution techniques that has able able to capture the attention of a wide range of
customers thus making them to fully concentrate on some of the products and services
that are being offered by the prospect. They will therefore be offered high quality wines
that will be able to meet the standards of various customers that they are serving (Kuester
& Rauch, 2016). Their pricing is $30 per bottle of wine.
 Caro’s wine- This is another prospect that is known to have the capability of serving a
wide range of consumers known to be situated in various parts. Moreover, they have one
of the best top management team that has been providing an appropriate and reliable
guideline regarding some of the operations that should be carried out. They will therefore
be provided by a wide range of Sauvignon Blanc wine that will satisfy the needs of all
their customers. Their pricing is known to be $30 per bottle.
 Liquor King- This is a prospect who is known to have the capability of offering one of
the best services to all the customers without discriminating them at any given point.
Moreover they also offer some discount to various customers most so their loyal
customers who are known to be purchasing various types of wines almost on a daily
basis. Due to this, they will be offered different qualities of Sauvignon Blanc wine thus
providing on of the easiest time to all their clients in terms of making decisions. Their
pricing is known to be $35 per bottle.

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 Liquor legends- This is a group of prospect that clearly understands what it means to
provide quality services that are diverse most so when dealing with a wide range of
consumers. Moreover, they have also been able to keep track of all their financial
operations thus making it easier to realize whether they are scaling up in relation to
various operations (Santos et al., 2016). As a result of this, the prospect will be given a
wide variety of wines that are known to be having different flavors. Their pricing is $25
per bottle of wine thus making it much friendly for a wide variety of customers who are
interested in purchasing their products.
 My beer case- This is also another wine prospect being targeted by the organization, they
have developed a wide range of wine marketing techniques that has enabled them to gain
popularity across various groups of personalities thus increasing the rate at which they
sell their wine products to various individuals. As a result of this, they will be provided
with Sauvignon Blanc wine drinks that will provide them with one of the best
opportunities to reach out to their customers in terms of providing them with quality
products. Their pricing has always been $30 per bottle of wine.
 Maison Vauron- This is a type of prospect that is known to have the capability of
offering a stiff completion to a wide range of businesses that are also interested in the
wine business (Sabbagha, Ab Rahman, Ismail & Hussain, 2016). They have developed a
wide range of advanced strategy that are capable of fully capturing the attention of the
clients , in most cases they normally target the high class personalities within the society
thus their pricing is $50 per bottle of wine.
 Hi IQ Liquor- This prospects normally aims towards dealing with various wines of high
quality since that is what is prefer by their targeted customers. Due to this, they will

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therefore be provided with different quality brands of Sauvignon Blanc wine. One of their
major benefits is that they are also capable of offering discounts at specific times together
with a wide range of promotions (Hart, Jan Hultink, Tzokas & Commandeur, 2013). The
pricing of this prospect is $25 per bottle of wine.
 Graft gin shop- This tends to be another best prospect that the entire organization aims at
dealing with (Schaltegger, Lüdeke-Freund & Hansen, 2016). It is controlled by a set of
rules and regulations that are able to govern the ways various operations are being
handled in relation to the distribution of various wine products to different customers in
various locations (Cespedes, 2016). They will therefore be supplied with a wide range of
Sauvignon Blanc wine that will be capable of addressing the needs of all the customers.
Their pricing is approximately $30 per bottle.
 First glass wines and spirits- This is a prospect that is known to be operating under a
wide range of principles that are capable of offering appropriate and reliable guidance on
what should be done (Renwick, Brogan & Mossialos, 2016). At the same time, it also
deals with a wide variety of wines that are capable of serving across various personalities
within the society. They will therefore be provided with various types of Sauvignon
Blanc wine. At the same time, their pricing is around $30 per bottle of wine (Ford,
2016).
Prospect analysis
First glass wine spirits
This is a type of prospect that is capable of offering a vast range of wine drinks to
different customers thus making sure that all their needs are well addressed. At the same time, it

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is capable of offering a competitive advantage to various organizations that are known to be
existing within the market platform (Chan, Lakonishok & Sougiannis, 2016). As far as its pricing
is concerned, it offers a fair price to a wide range of customers thus making them to develop a
feeling that there money has in deed not gone into a waste. At the same time, it aims towards
capture an approximation of 70% of the entire market platform in the coming years thus making
it much easier to reach out to various customers irrespective of their distance of separation. On
the other hand, the implementation of a wide range of technological advancements has given this
prospect one of the best opportunities to scale up its operations across various market platforms
thus developing one of the best reputations across various individuals (Langerak, Griffin &
Hultink, 2010).
High IQ Liquor
This is another potential prospect that has been able to gain popularity across different
groups of personalities. Moreover, it has always been able to scale up its operations as a result of
the good governance being provided by the top management officials through the
implementation of a wide range of leadership strategies (Chang, Cheng & Yu, 2017). The
prospect is likely to emerge as one of the best dealers of wine in the coming future with an
increase of 10% profit each and every year thus providing them with one of the best
opportunities to carry out various operations at the top level where stiff competition exists at all
times (De Roon, Nijman & Werker, 2011). One of the major strengths that is associated with this
prospect is that it has a wide range of skilled personnel within the organization thus highlighting
them on some of the operations that needs to be carried out in order to attain a specific objective
within the stipulated time frame. On the other hand, it has got one of the best opportunities of
expanding its operations even in the coming future in order to meet the demands that are known

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to be existing within the market platform thus making it much easier to carry out various
operations without any barrier related situation being encountered at all (Claessens & Laeven,
2013).
First call plan for one of the prospects
First call plan for one of the prospects will fully involve the analysis of various situations
together with the implementation of a wide range of parameters in order to ensure that the right
decisions are made in relation to the operations that are being carried out by the prospect. As far
as the two potential prospects are concerned, they will be able to play one of the most essential
roles when it comes to carrying out of the entire call plan.
The products that have to be promoted by First glass wine spirit
First glass win spirit being one of the most fundamental sales force that is capable of carrying out
a wide range of operations in relation to the wine products and services that are being provided
to a wide range of consumer segments. Sauvignon Blanc wine appears to be the only major
product that adequately needs to be promoted by these prospects through the use of a wide range
of marketing techniques that are capable of capturing the attention of a wide range of individuals
thus making them to purchase the products without facing any difficulties. Moreover, the
prospect needs to supply this product to both the middle and high class individuals within the
territory (Kim & Atuahene‐Gima, 2010).
Products and services that has to be promoted by high IQ Liquor
This being another potential prospect, it needs to fully concentrate of marketing all the
brands that are known to be fully attached to Sauvignon Blanc wine thus making the wine to gain

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popularity across various groups of personalities through the use of a wide range of modern
technological techniques that tend to make work more easier. On the other hand, they should also
focus on the consumer segment that consists of various types of high class personalities that are
known to be existing within the southern part of the territory.
Questions to be asked
 How do you deal with various customer segments?
 What are the marketing techniques that you have been able to use in order to reach out to
various customers?
 What are the factors that determine the rate at which you sell your products?
 Do you have one pricing for all the wine brands or each brand has got its own wine?
 How do you ensure that all your future goals and objectives are obtained within the
stipulated time frame?
Objections that are likely to be encountered
There are a wide variety of objections that are likely to be experienced throughout the entire
process thus making it quite difficult to carry out various operations in an adequate and reliable
manner without coming across various conditions of disturbances (Outterson et al., 2016). One
of the first objections is likely to be received from both the customers and prospects themselves
who will be able to raise quite a number of complaints regarding the high prices of the products
are offered to them (Harrison & Thiel, 2017). On the other hand, various prospects will also not
be ready to change the way they have been handling various operations for the past years and
therefore they are likely to object some of the issues that will be presented to them (Keszey &

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Biemans, 2016). Moreover, trust issues are also likely to emerge on board as a sign of objection
where a wide variety of the prospects will not have adequate and reliable information regarding
whether the entire organization has got experience in terms of carrying out various types of
operations. Probably this one will turn out as one of their major worries. On the other hand,
objections are also likely to emerge on the basis of timing where various personalities will not be
able to get satisfied with the time that they have been approached thus this can even make them
to provide suggestions for any other time that they feel is appropriate.
Possible ethical closing techniques
There are a wide range of possible ethical closing techniques that are likely to be implemented to
ensure that the right outcome is fully attained in relation to all the goals and objectives.
Moreover, one major advantage regarding the implementation of the possible ethical closing
technique is that they have the capability of creating some form of reasonable boundary that is
capable of providing a proper and reliable guidance regarding what should be done in order to
attain a wide variety of positive outcomes. The following are some of the possible ethical closing
techniques;
 Time line close- This form of closing technique is normally effective when the product
will be capable of impacting on the project plan of all the targeted prospects most so
when the entire purchasing decision appears to be prequinsitive to several other activities
within the entire project plan (Rex & Outterson, 2016).
 The visual close- A wide variety of prospects are known to be experiencing a hard time in
terms of implementing different conditions that are related to buying decisions
irrespective of the attractiveness that is attached to the entire potential return on

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investment. For these personalities, the use of visual close appears to be very effective.
Moreover, it involves coming up with a wide range of suggestions to the targeted
prospects to show them that it might be of much help to make to come up with a list of
the reasons both for and against acquiring all the products that are likely to be provided
by the entire organization. This will adequately enable all the prospects to carry out a
wide range of operations in relation to their perception regarding the entire situation.
Plans for future contact to make more sales
The plans for future contact aims towards making more sales that will be of much benefit to the
entire organization thus making it to move forward to the right direction and ensure that each and
every customer is provided with all the required products and services that are capable of
satisfying their needs. The plan for the future contact majorly includes the following;
 Setting a wide variety of realistic sales goals within the sales plan- These sales goals will
be able to provide an appropriate direction regarding the path that should be taken in
terms of attaining all the goals and objectives. By making sure that all the sales goals are
more realistic, this will give the entire organization an easy time to carry out its
operations thus making more sales.
 Defining clear deadlines and milestones- In order to have a clear understanding on
whether the assumptions that are made in the sales plan are closer to the mark, there is the
need to break the entire big number into several other forms of smaller expectations that
are attached to strict deadlines. Clear deadlines together with a wide range of manageable
milestones are known to have the capability of taking research together with time for it to