Marketing and Sales Strategies: FUJITSU Retail Solution in USA Market

This report presents a comprehensive marketing and sales strategy for FUJITSU Retail Solution's entry into the USA market. It begins with an introduction highlighting the importance of marketing and sales strategies in business plans, followed by a company background detailing FUJITSU's history and global presence. The report then delves into product decisions, focusing on IT products and solutions tailored for the USA market, justifying the choice based on market trends and consumer behavior. It includes market segmentation, identifying the target audience and their preferences. A detailed marketing mix is proposed, encompassing product strategy (quality, branding, features), marketing channels (outlets, consulting centers, digital platforms), pricing strategy (competitive pricing, premium costs), and communication strategy (advertising, digital marketing). The sales strategy section emphasizes the importance of sales volume and market share, while outlining the relationship between sales strategies and the marketing mix. Finally, the report describes the sales process, including product knowledge, prospecting, approach methods, and needs assessment, providing a structured approach to customer engagement and sales execution.

Running head: Marketing and Sales 1
Marketing and Sales
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Introduction
Before initiating a Company or new product in the market, it's essential to create detailed
marketing and sales strategies which will be included in the business plan of the Company.
These marketing and sales strategies act as a roadmap for the success of the Company in the new
market. Also, these strategies will help the Company product to attain its selling objective to the
target market (Johnson and Matthes, 2018). In this section of the sales and marketing strategies
will compose the marketing mix which provides the reason for convincing customers to like the
new product. These strategies will create the right image of the Company in the market;
therefore, winning market share and attaining its sales objectives (Lee et al., 2018).
Company Background
In this marketing and sales strategies will be based on the new product from FUJITSU
Retail Solution Company. This company is new retail which is emerging in the technology
industry aiming to interlink all customers and their business in the world. This is connecting
retailers through online platforms. The new market FUJITSU Retail Solution Company is
seeking to enter the USA. This company starts existing in the year of 1935, in the sectors of
Information and Communication, and today is the leading business in the ICT industry. The area
of specialization of the Company is data center, manufacturing, system integration, sales,
consulting and support the operation of the retailer businesses. The company market is all over
the world including, Japan, Asia, America, and Japan being the most significant market. The
Company headquarters are located in Shiodome Town Center (1-5-2 Shimbashi-Higashi),
Minato Tokyo 105-7123, Japan. Also in US Canada through this conduct 011 81-3-6252-2220.

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Product decisions
A company without a product is like a business which does not exist since no product no
market. FUJITSU Retail Solution Company have many products in the existing market, like IT
(Information Technology) products and solution, network equipment, software, electronic
devices, infrastructure managed services, application services amongst other concerning
Business and Information Technology Solution. The new market the business has selected to
enter is the USA market; therefore, it should be specific the product to offer there.
Product and market choice. Amongst all those products, FUJITSU Retail Solution
Company is aiming to offer IT products and solution as a new product to the market. The product
decision is because it is unique to the modern market because it has exploited the latest
technology in all directions which has not been used in the USA (Bowen and Bowen, 2018).
Justification. This product will be targeting both youths and retail business which are emerging
aiming to enter into the e-commerce activities. The reason for this target is because the IT and
solution part is progressing as time goes; therefore, winning the small retailers who are in
progress motion to grow together. Also, the youth are advancing and migrating from analog to
the digital life of doing things (Pourhejazy, Sarkis and Zhu, 2019).
Market and country choice. They are a good reason for FUJITSU Retail Solution
Company to select the USA as the new market to enter. It has already analyzed the market and
competitor’s environment, the consumer styles in the market. Justification, the targeting
customer in the USA is spending a lot of money looking for viable IT Solution from different
areas. Also, the market in the USA is growing at a very high speed in the sector of new
technology. Another factor to consider in making decision is that FUJITSU Retail Solution
Company considered and favored this new product is because the government is fully supporting

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the latest technology in business and the daily life of the citizens (Faulds et al., 2018). The
customer in the market are very interested, and everyone including the company is willing and
able to some extent to utilize the new technology products.
Entry/lead strategy. Now after identifying the new market FUJITSU Retail Solution
Company, is ready to set entry requirement into the market which will enable to win more
customers. The Company has already agreed with trading condition of USA like licensing
conditions, Greenfield stock which helps the country to identify its locations and the working
force from the USA residents. The required partnership between the India markets which is the
main headquarters of the company is in excellent condition thus delegating the mandate in USA
branches (Watson et al., 2018).
Market segmentation. A market segment is significant to the new market since it will
help to determine the customer's best-preferred product to the market. In this market, the
business is more on behavioral segment since it involves behavior and decision making of the
target customers in the market (Ernst and Dolnicar, 2018). Young people will consider doing
new things in a digital way than analog means while business advancing and employing new
technology product in their activities. All of this will depend on the behavior of the target market
(Liu et al., 2019).
Proposed Marketing Mix
The marketing mix is the strategy which will assist the company in making the product
penetrate in the market thriving. Marketing mix elements include products, price, and promotion
and place strategies of the company to the market. These strategies of the marketing mix will
facilitate a smooth way of winning the market share of the product in the USA. The following is

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the proposed market mix according to the market and the means on how to adapt the fair
successful.
Product strategy. Product is the goods and services which are available for the company
to offer in the market. In this strategy, it will concentrate on the quality, brand, features and the
packaging of the product or service. This is important since the product is a critical factor in the
market. The product of FUJITSU Retail Solution Company which is IT products and its solution
will be divided into software, network solution, and electronic devices. This will provide enough
solution to several businesses thus operating smoothly. The product will be unique in such a way
that is recognizable to the market by the customers (Breugelmans, Gijsbrechts and Campo,
2018). The IT products will be of high satisfaction to the customer's problem in different field
like in business. This product will excellently modify the business operation thus improving the
economy of the business sector.
Marketing channel. This is proposed means which the product will supply in the market
from the leading supplier - FUJITSU Retail Solution Company. This channel which is proposed
for the company should be very liable and convenient to all intended customers in the market.
FUJITSU Retail Solution Company is planning to have several outlets in the USA which will
facilitate the smooth supply of the product in the market. These outlets will be of the competitive
workforce which will cater for better services. The company is planning to have consulting
centers which will provide more details about the product for the customers before buying them.
Another proposed means has digital online platforms besides the physical outlets since this will
increase the chances of the customers to accesses the product information (Larimo et al., 2018).
Pricing strategy. These strategies of the price always determine the demand for the
product. FUJITSU Retail Solution Company while proposing the cost of their product will

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consider more factors like discounts, allowance, and means of payment which will favor all types
of customers. Since this product of Information Technology is very competitive in the market
also the price must be competitive to attract customers. The cost of the product will be too
influenced by the quality of the product; therefore, being forced to propose the price of the
product depending on the market demand (Bolton and Shankar, 2018). The Company is aiming
to have premium costs to the product which will reduce the competition to the segmented
market.
Communication strategy. These are means which the Company is planning to use in
promoting and creating awareness of the product to the new market. These means are used to
develop and impress both potential and existing customers in the sector of Information
Technology. The following tools of communication FUJITSU Retail Solution Company have
proposed to use them all until the product is saturated in the market. These tools include
advertising, personal selling, digital marketing, sales promotion, and public relation. These are
means which will accommodate all targeting customers. Advertisement is the most proposed
means which will be used frequently in the country through the country television sections,
printing media, and the company website. This means will build the image of the product in the
country thus targeting high volume of sales (Camilleri, 2018).
Sales strategy
Sales strategy is fundamental to this sales and marketing plan of FUJITSU Retail
Solution Company. This will help to focus on the sales volume in the market and all means to
attain them. Without sales strategy, the company will not penetrate well in the market thus losing

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the market share in the new market. If these strategies are successful, the company will maintain
in the market having a strong reputation for the product (Delpechitre, Rutherford and Comer,
2019).
Is very important of implementing sales strategies while proposing the marketing mix in
the market. The marketing mix will make sure that sales strategies are implemented and executed
successfully in the market by approaching the essential element. The relationship between the
sales strategy and marketing combination is that it helps the organization to create big decision
while creating the market segments, position, and the viable target. The marketing mix will help
the Company to have a well-designed product with affordable price in the market (Alavi et al.,
2018). Also, this contributes to the better promotion and channeling process of the product in the
market. If all these strategies are utilized well the sales volume will be high, having a high level
of profit and maintaining a significant market share. This will create liable customers in the
market due to the high-quality image of the product which will be spreading in the market.
Sales process
This is the process in which the organization is required to follow while performing sales
in the market. The following are steps of FUJITSU Retail Solution Company which have been
planned as follows to the new market (Rabetino, Ogundipe and Kohtamäki, 2018).
Product knowledge. The company is supposed to have clear and detailed information
about the product to be supplied in the market. This is like prospectus which will help the
company to convince the customer according to the product usage and benefits. Therefore, the
first step of the company is to collect the full information of the product from the manufacturing
to the final stage as will be requested by the customers.

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Prospecting. This is the process of looking for new clients in the market. As the product
is unique in the market, it requires extra effort in finding quality customers who will remain loyal
to the company’s product. This helps in creating the market segments and positioning of the
product towards the targeting customers. Also, the business has created a profile of the existing
customers of the company. Everybody in the company is responsible for prospecting new
customers in the market.
The approach. The approach of the Company to the customers in the market is
fundamental. The Company has planned to approach the customers through emails and face to
face in the market. The company is planning to have a warm approach to the customers since this
will motivate the customers to come again and again for the product.
Needs assessment. This is a step of solving the problem if it raises concerning the
company's product. The Company should have an expert who knows the product thoroughly to
answer and handles this problem for the customer. In this step, FUJITSU Retail Solution
Company is well equipped to win the customers trust.
The presentation. This is the point which the Company is describing the benefit of the
product to the usage of the customer. The effective presentation will attract the customer's
intention more.
The close. This is an essential step after the sales agent is successful all the above steps.
The company is ready to have further discussion of the product by getting an appointment if
possible. This will bring customer close to the company's product thus winning trust due to the
effective follow up.

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Follow up. This is after a successful close. The company will make follow up the
customer if they agreed on appointments or to know more about the product. This means the
company will keep holding the initial prospectus. This is the responsibilities of the salesperson
who started the conversation with the customer.
The leading strategy is to utilize effectively the marketing mix in this sales and marketing
strategy in the new market of USA.

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