Market Development and Sales Report: CX66012 Auckland

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This report is a comprehensive market development and sales analysis for The Organic Wine Company's Sauvignon Blanc wine in the Auckland region. It includes a detailed territory analysis of South Auckland, identifying potential prospects like wine shops and liquor stores. The report assesses these prospects, including their financial strengths, current suppliers, and potential product offerings. A sample call plan is developed for a prospect, outlining opening benefits, probing questions, and a presentation strategy. The assignment also covers ethical closing techniques and demonstrates the application of FABE analysis to highlight the product's features, advantages, benefits, and evidence. The report aims to provide a strategic approach for introducing the wine into the market, building customer relationships, and achieving sales targets within the allocated territory. The report is for the Market Development and Sales course, CX66012, at Auckland International Campus.

CX66012 Market Development and Sales
March 2019
Auckland International Campus
Graduate Diploma in Applied Management
Graduate Diploma in Sales and Marketing
Bachelor of Applied Management
CX 660012 Market Development and Sales
Assignment Two
Report date: Thursday, 9 May, 2019
Submit to Turnitin on Moodle by 10 pm.
Presentation: Week 8, times to be confirmed
Worth 60%
Instructions:
Students will complete an individual report and sales presentation

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CX66012 Market Development and Sales
March 2019
Auckland International Campus
The assignment addresses the topics / learning outcome detailed below
Topics / Learning Outcomes
LO 2. Investigate and apply technology and/or apps to
the sales environment
LO 3. Demonstrate an effective and culturally sensitive
personal selling process for a given product and
customer
LO 4. Work independently to create personal and
territory management plans
Students agree that when submitting this assignment, it may be subject to
submission for textual similarity review to Turnitin.com.
Late submissions will be subject to a penalty of 10% of the student’s mark
per 24 hour period.
The Situation
You are a newly appointed Sales Person for The Organic Wine Company. The
company has been developing connections with a number of registered organic
vineyards over the past 3 years and now has access to their first lot of Sauvignon
Blanc wine which will be sold via restaurants and retailers. The Organic Wine
Company has been active in hiring 4 new sales people and you have been allocated
the Auckland area. The objective is to introduce the product into as many outlets as
possible for immediate sales while building a relationship with distributors for long
term growth as new varieties and more volume become available.
The Offering
You have 100 cases of the organic wine allocated to the Auckland area which means
you need to have a number of different outlets buying off you and selling to the
public. You will not be able to target the whole of Auckland, therefore you should
concentrate on a geographic area, central, west, south, east or north Auckland and
look to establish a range of distributors for that area.
Next year you will have access to a larger amount of wine and therefore you will
have extra supply for your customers above this years allocation plus will be able to
target the rest of Auckland. Therefore establishing a good relationship with your new
customers is important, not just making a one off sale.

CX66012 Market Development and Sales
March 2019
Auckland International Campus
You have been asked to research the market so you can set a price for your
different distribution outlets and look at who you will target in your geographic area.
You have a budget that can be used to offer promotional ideas that can be used by
the distributor in order sell the wine.
You are required to:
Choose a territory to analyse and in which to conduct prospecting. You may choose
either central, east, west, north or south Auckland.
1. Conduct a territory analysis and identify at least ten possible prospects,
describing why you have chosen them and what you will be offering them.
You will need to identify what is important and the pricing for each of these
prospects. (Use FABE)
2. For two potential prospects, from different distribution sectors, conduct a
prospect analysis
3. Plan your first call for one of these prospects including questions to be asked
and possible objections that will be faced
4. Suggest possible ethical closing techniques you might use.
5. Make the sales call (in class to your lecturer)
The sales call will be your second contact with the customer who owns a specialist
wine shop. You have already provided information about the organic wine and the
growth in the organic market and therefore the owner has shown “interest” in
maybe trying some. Your job as the sales person is to make a sale, if possible, plus
present a plan for future contact to make more sales plus build the business
relationship.
Use the forms which follow, and make any comments either on the form or
immediately after the form on a new page.
You should complete the required Forms electronically, and attach them to your
assignment

CX66012 Market Development and Sales
March 2019
Auckland International Campus
Marking Guide
Report (50%)
Territory Analysis
Potential prospects
Call plan and questions
Closing techniques
Sales presentation (50%)
Establish rapport
Reiterate key parts of the buying proposition
Questions and probing
Trial close
Answering objections
Close
Confirmation of future activity

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CX66012 Market Development and Sales
March 2019
Auckland International Campus
Territory Analysis
Territory
South Auckland
Product(s)
Sauvignon Blanc Wine
Estimated Total
Potential Customers
1,200 Customers Sources of Data
Apparent Significant
Prospects
Great little vineyard
Caro’s wine
Liquor king
Liquor Legends
My beer case
Maison Vauron
High IQ liquor
Graft gin shop
First glass wine and spirits
Influential Companies
And Organisations
Fine wine delivery company
Glengarry wines LTD
Apparent Significant
Localities (Shopping
Centres, Industrial
Areas, Main Roads etc.
North shore
Parnell road
Georges bay road
Possible Competition
both direct and indirect
Wine products originating from various wine companies
Conflicts emerging among various vendors whose products are not the
same but are aiming to satisfy the same customer
Comments – anything
important not covered
above.
There is the implementation of good management strategies to ensure
that various operations are capable of running smoothly.

CX66012 Market Development and Sales
March 2019
Auckland International Campus
Prospect Analysis
Product(s) Wine
Name
First glass wine spirits
Address
22 North croft street
Contact Phone
+64(09) 484 6415
Website
www.fineglass spirits.com
No of Staff
10
Type of Business
Supply of various wine products
Products or Services
Wines and spirits
Apparent Financial Strength
Excellent
Position in their Industry
1
Probable Current Suppliers
Contacts
Name Phone/email Position Area of influence
Paddy’s wine Paddys.wines-and-
spirits@xtra.co.nz
3 South Auckland
Lace fine wine
merchants Ltd
098284725 2 South Auckland
Probable Major
Concern
Provision of quality products
Possible Products
to offer
Varieties of wines
Comments including Key Benefits
Fast delivery of various services thus leading to the satisfaction of custiomers

CX66012 Market Development and Sales
March 2019
Auckland International Campus
FABE Analysis
Product
Sauvignon Blanc wine
Features Quality product
Different taste
Made from natural products
Advantages Capable of meeting the needs
of all the customers
Cheaper compared to other
brands in the market
Benefits Pocket friendly type of product
It is not harmful to the health of
the consumers
Evidence Various consumers have been able to
provide a positive review regarding
their experience with the product
It is a product that is tested in the
laboratory and thus approved for
human consumption
Comments The entire product aims towards
offering a stiff competition within the
market platform

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CX66012 Market Development and Sales
March 2019
Auckland International Campus
Call Plan
Client
High IQ Liquor
Date
Objective(s) Provide a wide range of information regarding the product
Enlighten the customer on some of the benefits that are related to
the product
Opening
Benefit
It can be purchased at an average price
Consists of a wide variety of brands
Probing
Areas
Pricing
Meeting the needs of the customers
quality
Presentation The presentation should be don through the use of various
technological aspects that are capable of relaying the actual
information to the customer thus providing them with one of
the best opportunities to understand what is taking place
Sales Aids Chats
Video graphics
Commitment
Sought
Implementation of appropriate sales techniques are geared
towards bringing on board a positive and reliable outcome.

CX66012 Market Development and Sales
March 2019
Auckland International Campus

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Market Development and Sales Report: CX66012 Auckland

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